Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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Mindset and Behavior

Keep Calm and Close the Deal

Take a breath, calm yourself, and remember that the person you are about to meet is on the precipice of a big change. They’re looking for someone who can assure them that they will be okay—that everything will be okay.

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Pricing

Performance Pay Leads to a $500M Website

If I told you the US government paid more than $500 million for a website, you would probably cringe and think of this as another example of taxpayer dollars wasted. And you would be wrong.

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Agency Business

Chief Growth Officer

My brief experiment in a university education included just two economics classes—Intro to Micro and Intro to Macro—and while I didn't retain much from either, I still vividly recall the first lesson that growth was a mandatory requirement of the economy.

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Agency Business

Insights and Resources on Selling and Pricing Expertise

The Answer Is: Sell a Diagnostic

Ghosted. Now What?

Keep Calm and Close the Deal

Performance Pay Leads to a $500M Website

Chief Growth Officer

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

Getting Paid

Five Alternatives to Cutting Price

In 2020 You Were Spectacular

Seven Positioning Mistakes to Avoid

The Complex Battle for Margin