The latest 2025 B2B Buyer Experience Report from 6sense reveals a fundamentally changed buying landscape — one where buyers decide long before you ever get a call. For elite professional…
If you run a successful professional services firm and you are approaching or already past seven figures, pause for a moment and take a breath. Think about the lifetime value…
Referrals have a way of bringing us back to the same place, but with new eyes. Three decades into this work, I am right back at the beginning, only at…
Thanksgiving always sneaks up on me. Every year, I tell myself I’m not going to write the typical holiday newsletter, and every year I end up writing one anyway. I…
The shift has already happened. Buyers are moving from search behavior to answer behavior. This shift will keep accelerating as AI becomes the primary way people look for information and…
Let’s be honest. None of us really knows how sales will evolve as artificial intelligence becomes part of everything we do. We don’t know which algorithms will decide which advisors,…
Let’s get right to it. We’re standing on the edge of a massive shift in how business is done. Artificial intelligence is now part of every client’s daily experience, personally…
After finally catching up on sleep, there’s a fresh sense of clarity and readiness this morning. Let’s get straight to what matters most for owners of professional services firms, whether…
Ideal client acquisition is the only sustainable growth path for serious professional advisors. Let’s be honest…you are already successful and for you to personally invest time in business development it…
Every advisor learns this lesson eventually, some the hard way. Recently, I relearned it myself. For several months, I’d been holding a spot for a potential client. We went back…
