Insights and Resources on Selling and Pricing Expertise

Featured Insight

Agency Business

Your Business Is Not A Machine

Your business — like you, the economy, the planet, even the universe — is not a machine, it’s a complex adaptive system.

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Pricing

It’s Never Really About the Money

Even when it's about the money it's never really about the money. Use The Value Conversation to uncover what the client really wants. Find the value beyond the money.

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Navigating the Sale

The Answer Is: Sell a Diagnostic

How do you help an early-stage prospect move forward with you? How do you quantify and scope a messy or complex opportunity? How do you get paid to write a proposal? The answer to these questions, and many more, is you sell a diagnostic.

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Navigating the Sale

Ghosted. Now What?

The 100-day sprint began last Tuesday. This is a great time of year, right after summer vacation, to send The Magic Email.

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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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Lead Generation

Insights and Resources on Selling and Pricing Expertise

Your Business Is Not A Machine

It’s Never Really About the Money

The Answer Is: Sell a Diagnostic

Ghosted. Now What?

Keep Calm and Close the Deal

Managing Bad Referrals From Good Clients

Business Development Compensation

Business Development Planning

Compensating Your Revenue Builders