Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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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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Uncategorized

Insights and Resources on Selling and Pricing Expertise

Ghosted. Now What?

Keep Calm and Close the Deal

Performance Pay Leads to a $500M Website

Chief Growth Officer

Misautomation

Is There an Industrial Pitch Complex?

Seven Universal Truths About Money

Five Ways Into a New Account

Seven CRM Mistakes to Avoid

Creativity: Friend & Foe When Selling

The Art of Outbound Lead Generation

How to Cheat at Content Marketing

On Being the Vulnerable Expert

Ten Legit Ways to Cheat at Your Positioning

5 Reasons You Should Offer Guarantees