This one is the 2 of Diamonds from the Selling Value card deck. I’m often asked who should own pricing, and one of the departments
This one is the 2 of Clubs from the Selling Value card deck. Salespeople are going to use every single tool they have available to
This one is the 2 of Hearts from the Selling Value card deck. When you get an RFP, you have to decide, are you going
This one is the 2 of Spades from the Selling Value card deck. You’ve heard me talk about value conversations before, where value conversations are
This one is the 3 of Diamonds from the Selling Value card deck. The question now, as we’re doing our prospecting, is to say which
This one is the 3 of Clubs from the Selling Value card deck. It really is easier to sell to someone who’s already trying to
This one is the 3 of Hearts from the Selling Value card deck. As you’re doing your prospecting, you have to decide who you’re going
This one is the 3 of Spades from the Selling Value card deck. Of course, salespeople, marketing people, we have to do prospecting. The question
This one is the 4 of Diamonds from the Selling Value card deck. Wow, walk away from a negotiation, ouch! We’re essentially saying, “No, we’re
This one is the 4 of Clubs from the Selling Value card deck. It turns out that procurement people often lie to us. And it’s
