Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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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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Insights and Resources on Selling and Pricing Expertise

Keep Calm and Close the Deal

Performance Pay Leads to a $500M Website

Chief Growth Officer

Misautomation

The Closing Conversation Q&A

Coaches Corner: The Real Trade Off You Will Make

Coaches Corner: The Sale Is The Sample

Coaches Corner: It’s Not For Everyone

A Target Audience of One

Why Advertising Agencies Don’t Advertise

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