Insights and Resources on Selling and Pricing Expertise

Featured Insight

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To Speed up Lead Generation, Slow Down

A client of mine, Manny, said it best. “Instead of thinking about lead generation as a campaign, we should think of it as a practice.”

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Agency Business

Your Business Is Not A Machine

Your business — like you, the economy, the planet, even the universe — is not a machine, it’s a complex adaptive system.

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Pricing

It’s Never Really About the Money

Even when it's about the money it's never really about the money. Use The Value Conversation to uncover what the client really wants. Find the value beyond the money.

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Navigating the Sale

The Answer Is: Sell a Diagnostic

How do you help an early-stage prospect move forward with you? How do you quantify and scope a messy or complex opportunity? How do you get paid to write a proposal? The answer to these questions, and many more, is you sell a diagnostic.

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Navigating the Sale

Ghosted. Now What?

The 100-day sprint began last Tuesday. This is a great time of year, right after summer vacation, to send The Magic Email.

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Positioning

Insights and Resources on Selling and Pricing Expertise

To Speed up Lead Generation, Slow Down

Your Business Is Not A Machine

It’s Never Really About the Money

The Answer Is: Sell a Diagnostic

Ghosted. Now What?

The Target Is Not the Market

Creating a Culture of Premium Pricing

Uncover The Wants Beyond Your Client’s Needs

Have We Hit Peak Strategy?

Turning Your Delivery Team Into a Sales Team

Can We Dial This Down, Please?

The Dichotomy of the Expert Salesperson

Flip (the bird to) the Script

Attending The Way

The Time Value of Knowledge