Insights and Resources on Selling and Pricing Expertise

Featured Insight

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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Agency Business

Turning Your Delivery Team Into a Sales Team

Almost every leader of a business of expertise has a moment when they realize their delivery team could be a source of instant scale to their sales efforts.

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Insights and Resources on Selling and Pricing Expertise

Marketing Language vs. Sales Language

The Best Lead Generation Plan

Ideological Resonance

Assume An Advantaged Player

Turning Your Delivery Team Into a Sales Team

I Wish I’d Said That!

The Meeting, Part 2

The Meeting, Part 1

Beyond the Rolodex

Selling to Committees

Inspiring the Interested

Can Sales Be Outsourced?

Rainmaker Wanted

Ten Tests of Your Positioning

Strategy Traps