Insights and Resources on Selling and Pricing Expertise

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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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Pricing

The Value Conversation Q&A

The Four Conversations Book Club continued this week, with yesterday’s discussion on Chapter Three, The Value Conversation. Once again, there were more questions asked than I could answer...

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Agency Business

Insights and Resources on Selling and Pricing Expertise

Performance Pay Leads to a $500M Website

Chief Growth Officer

Misautomation

The Closing Conversation Q&A

The Value Conversation Q&A

Four Ways to Commodify Your Offering

The Target Is Not the Market

Creating a Culture of Premium Pricing

Uncover The Wants Beyond Your Client’s Needs

Have We Hit Peak Strategy?

Turning Your Delivery Team Into a Sales Team

Can We Dial This Down, Please?

The Dichotomy of the Expert Salesperson

Flip (the bird to) the Script

Attending The Way