Insights and Resources on Selling and Pricing Expertise

Featured Insight

Lead Generation

Misautomation

I see lots of great examples of people automating business processes and client solutions. And I see just as many examples of people automating the wrong things.

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Pricing

The Closing Conversation Q&A

The Four Conversations Book Club wrapped up last week, with over 800 people participating in a four-week conversation (one per week) on The Four Conversations. In last week’s final chapter on The Closing Conversation, I reviewed the key principles and frameworks then took questions for about an hour.

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Pricing

The Value Conversation Q&A

The Four Conversations Book Club continued this week, with yesterday’s discussion on Chapter Three, The Value Conversation. Once again, there were more questions asked than I could answer...

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Navigating the Sale

The Qualifying Conversation Q&A

I answer a few of the questions posed to me yesterday in the webinar The Four Conversations Book Club: Chapter Two, The Qualifying Conversation.

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Navigating the Sale

There Is No Credentials Meeting

In the Win Without Pitching model for selling expertise there is no credentials meeting. There are only The Four Conversations.

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Agency Business

Insights and Resources on Selling and Pricing Expertise

Misautomation

The Closing Conversation Q&A

The Value Conversation Q&A

The Qualifying Conversation Q&A

There Is No Credentials Meeting

Reboot Your Culture Through New Business

The Innoficiency Problem

The Role of Models In Your Firm

Are We Having Fun Yet?

Everything Can Change In One Conversation

Should Your Firm Launch a Venture Fund?

The Five Levels of Pricing Success

Leading Through Disruption

How Assuming Can Cost You Time and Money

The Enemy Within