Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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Mindset and Behavior

What’s Your Mission?

Can you articulate your own mission in a way that grants you moral authority in the sale and empowers you to drop the clichéd sales tactics and behave like the expert you are?

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Pricing

Decoy or Anchor?

Decoy pricing and price anchoring are two different techniques that can increase your average proposal value in multi-option pricing.

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Navigating the Sale

Insights and Resources on Selling and Pricing Expertise

We Will Build Expertise Rapidly

Do Less, Better

Time’s Up, Babycakes

What’s Your Mission?

Decoy or Anchor?

Rethink Account Management, Raise Your Prices

Open Book Management

“Let’s see what kind of client you’ll make.”

Starting…Existing…Thriving

Collaborating with Competitors