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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Lead Generation

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?”

My Prospecting Email

Why Creative Firms Don’t (Really) Scale

Are You Trying Too Hard to Win New Business?

Confessions of a Recovering Consultant

Seven Words You Can’t Say in Business Development

Debunking the Myth that “It’s Everyone’s Job to Sell”

The New Rainmakers

CRM: The Train Coming at You

The Legal Implications of Issuing an RFP

A Bite From The Apple