Insights and Resources on Selling and Pricing Expertise

Featured Insight

Lead Generation

Do Less, Better

Do this three times a week, for the rest of your career. Not only will you not have a lead generation problem, you and the world will be better for it.

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Pricing

Time’s Up, Babycakes

Everyone knows that AI is destroying labor-based pricing. But every week I encounter advisory businesses like ad agencies, consulting firms, legal and accounting practices — large and small — that are still selling time. And I'm stunned.

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Mindset and Behavior

What’s Your Mission?

Can you articulate your own mission in a way that grants you moral authority in the sale and empowers you to drop the clichéd sales tactics and behave like the expert you are?

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Pricing

Decoy or Anchor?

Decoy pricing and price anchoring are two different techniques that can increase your average proposal value in multi-option pricing.

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Lead Generation

“What’s The Status of That Opportunity?”

It’s my belief that the single most prevalent — and therefore most costly — mistake in all of sales is to mistake interest for intent and apply resources to trying to close an early-stage opportunity — something that’s still a long way from closing.

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Uncategorized

Insights and Resources on Selling and Pricing Expertise

Do Less, Better

Time’s Up, Babycakes

What’s Your Mission?

Decoy or Anchor?

“What’s The Status of That Opportunity?”

How to Fake Authenticity

Coaches Corner: How Would You Derail This RFP?

The One Word You Need to Hear

Coaches Corner: Scientists Do This Crazy Thing, And You Should Too

Trust Your Gut

Letter to a Drowning Agency Principal

The Changing Face of Agency Networks

The Dark Arts of Leveraging Cognitive Biases

Evaluating Your Sales Infrastructure

How to Respond to “Show Us Your Work”