There are 2 types of people in each customer (or prospect) that you reach: Budget keepers. Value keepers. You wanna talk to the value keepers. They’re the ones who see

The sausage is a metaphor for what your customers want: the outcome, the transformation. Here are a few types of sausage: Increasing revenue Decreasing delays Improving message clarity Enabling their

If you’re selling sausage, you need more than just saying that. If you’re selling THE sausage, all that pre-work has been done. Here’s the thing: Yesterday’s message was about how

Bratwurst. (noun) .— a type of German sausage made from pork or, less commonly, beef or veal. The name is derived from the Old High German Brätwurst, from brät-, finely

Even when you’re highly specialized in what you do, the way you do it, and in the people you serve (your market), you don’t need to talk highly technically most

When you have prospects trying to figure out whether or not buying from you, the main thing that will make you stand out is how you see your market. Here’s

Your price is the representation of your brand. One of the touchpoints your business has that is the simpler to understand is price. If you can’t articulate what’s the relationship

What do you see yourself still talking and interested in in 10 years from now? How many of the current things you do/research/write/publish/work on are in that spectrum? Think it’d

Next time you’re on a sales conversation with a prospect, ask them this: “It’s a year from now. We’re having coffee together and you’re happy. What has happened in your

It’s a year from now. We’re having coffee together and you’re happy. What has happened in your business in that year for you to be happy? I’d love to know.

That’s the tricky question that pushes you to start thinking on how you’ll convince them. What can you say that will make them want you SO BAD, that it’s only

Today’s daily is this one by Blair Enns: Ideological Resonance. TL;DR: it’s about your perspective and how your insights make you stand out from your competitors. That’s originality, authenticity, and

Digging deeper into more sources and resources of that McKinsey study re: how your best chances at improving your profit rest more on changing how you price than looking for

The one thing that can drive a higher impact in your business is your price. From all things, increasing your price (and charging differently) can improve the way your business

Have you ever done work for free? If so, how did it go for you? Did you get what you were excpecting at the beginning of the engagement? Quite curious

Pricing is not about growth. It’s about profit. About getting the maximal monetary amount your customer is WILLING to pay. BUT, also, it’s about profit AFTER bringing your customer to

When you approach your sales conversations without trying to find a solution in the very moment, you find yourself listening to understand. To understand HOW you could help your prospect

Sustainability, ESG, climate change, circular economies… they all have a problem: they’re jargon. They go full-on academic, or fuzzy, or whatever, actually. It goes around in very small, strict pods

Price, at the end of it all, is related to what the customer gets in return. It’s the acceptable amount of money they decide to pay in exchange for something.

Can you charge different prices for the (very exact) same thing? For services. For productized services. For products. Let me know. 🙂