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Positioning: There’s Money in that Pigeonhole

I’ve been looking at acquiring online businesses that require positioning. In a world where people are looking to sell a wide array of SKU’s I’m going the other way. Koala, a low-priced Australian comparative mattress brand to Casper recently added furniture to it’s range. I cringed. Why? Casper owns ‘sleep’ in the mind. It’s positioning […]

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Lead Generation for Professional Services

Lead generation is the form of b2b marketing to get to a sale. Our goal in lead generation should be to get closer to the sale by creating need. What is Lead Generation? Lead generation is the act of getting clients to your expert firm and translating expert insight into revenue. Modern Marketing: Traffic, Conversion […]

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Value-Based Pricing for Professional Services

The uptake of value-based pricing is now progressing nicely and the adoption rate in some verticals is very positive, but there is still a lot of room to make up in some such as technology and most of all procurement, where they are obsessed with costs. What is Value-Based Pricing? Value-based priced is the standardised […]

Reading List

Books on Selling Expertise I Recommend: The Brain Audit Value-Based Fees Built to Sell Implementing Value-Pricing The Positioning Manual Book Yourself Solid Ultimate Sales Machine The Lean Startup Influence The Business of Expertise Pricing Creativity 80/20 Sales and Marketing Disclosure: Please note that some of the links are affiliate links, and at no additional cost […]

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9 Essential B2B Marketing Strategies to Grow Your Professional Services Firm

When firms think of B2B marketing strategies for growth, they are usually aren’t focused enough on who their buyer is and what they actually do. In my approach, the goal is to be compelling and persuasive enough that the audience responds and engages with your marketing and you can grow you firm wherever you want […]

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