Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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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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Navigating the Sale

Insights and Resources on Selling and Pricing Expertise

Keep Calm and Close the Deal

Performance Pay Leads to a $500M Website

Chief Growth Officer

Misautomation

The Closing Conversation Q&A

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

Selling in One Lesson

How and When to Talk About Your Firm