Insights and Resources on Selling and Pricing Expertise

Featured Insight

Navigating the Sale

A New Theme for a New Year

I don't set goals for the new year so much as I select themes, and it seems to me that having better conversations would be a great theme for 2025.

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Navigating the Sale

Marketing Language vs. Sales Language

When marketing your expertise, you think and work in averages. When selling your expertise, however, you are in a conversation with an individual.

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Lead Generation

The Best Lead Generation Plan

The best plan is one that gets executed. Skip the veggies and eat lots of lead gen dessert instead.

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Positioning

Ideological Resonance

I've owned two businesses where people bought from us because they needed what we had, and for more than two decades now I've owned a business where people buy from us because we believe the same things. They're incomparable.

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Mindset and Behavior

Assume An Advantaged Player

An excerpt from my brand new book…

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Insights and Resources on Selling and Pricing Expertise

A New Theme for a New Year

Marketing Language vs. Sales Language

The Best Lead Generation Plan

Ideological Resonance

Assume An Advantaged Player

First, Do No Harm

Creating Objections

Tools of the Trade

Lowering Your Cost of Sale

Quit Selling & Start Helping

I Wish I’d Said That!

The Meeting, Part 2

The Meeting, Part 1

Beyond the Rolodex

Selling to Committees