Insights and Resources on Selling and Pricing Expertise

Featured Insight

Navigating the Sale

Three Patterns of Lost Opportunities

There are lots of ways to lose a sale, but there are three categories of losses I would have you look for to see if a pattern emerges. You might be one fix or even a small tweak away from a significantly better win ratio.

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Lead Generation

The Coming Collapse of “Thought Leadership”

This whole ponzi scheme is coming down. I don’t know when, but when it does there will be a lot of atrophied “expert” brains. I hope yours isn’t one of them.

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Mindset and Behavior

We Will Build Expertise Rapidly

The seventh proclamation is really a function of the first, We Will Specialize. Those that do not specialize do not fully grasp the idea of perpetual progress. They don’t possess the drive, the healthy paranoia that fuels any specialist to speed their pace of learning lest they lose their marketplace advantage.

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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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Navigating the Sale

Insights and Resources on Selling and Pricing Expertise

Three Patterns of Lost Opportunities

The Coming Collapse of “Thought Leadership”

We Will Build Expertise Rapidly

Do Less, Better

Time’s Up, Babycakes

The Four Priorities of Winning New Business

Who Should Set Prices In Your Firm?

The First Step

A New Theme for a New Year

Marketing Language vs. Sales Language

The Best Lead Generation Plan

Ideological Resonance

Assume An Advantaged Player

Four Ways to Commodify Your Offering

The Target Is Not the Market