Insights and Resources on Selling and Pricing Expertise

Featured Insight

Navigating the Sale

There Is No Credentials Meeting

In the Win Without Pitching model for selling expertise there is no credentials meeting. There are only The Four Conversations.

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Pricing

It’s Probably Time to Productize

Over the last decade I’ve gone from cautioning against the trend toward the productization of services, to neutral on it, to my current position that most of you better hurry up and get there quickly.

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Agency Business

Replicating the Founder’s Skills

While few of your people will be able to do what you do to the level you do it, enough of them can do it well enough to get you through the plateau and back to growing again.

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Navigating the Sale

Can We Talk?

If I could do just one thing for you it would be to reach inside you and pull out all your ideas of what you think it means to sell.

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Mindset and Behavior

When To Have The Answers

And when to have the questions.

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Mindset and Behavior

Insights and Resources on Selling and Pricing Expertise

There Is No Credentials Meeting

It’s Probably Time to Productize

Replicating the Founder’s Skills

Can We Talk?

When To Have The Answers

The Time Value of Knowledge

“Working/Non-Working” Doesn’t Work

Quantifying The Value of Pricing

Are These The Last Days of The Pitch?

The Conflicting Ethics of Selling & Negotiating

Payment Terms, On Your Terms

The Best Referral Machine I Have Ever Seen

Do You Even Need a New Business Person?

You’re Always Selling. Everything is a Negotiation.

Who’s Going to Own This?