Category: Memecast

This one is the 4 of Hearts from the Selling Value card deck.  This concept of asking for something anytime we’re going to give a

This one is the 4 of Spades from the Selling Value card deck.  Every time a salesperson gets in front of a procurement officer, a

This one is the 5 of Diamonds from the Selling Value card deck.  We typically give our salespeople some level of discount authority. And the

This one is the 5 of Clubs from the Selling Value card deck.  Most salespeople are paid on commission, and typically that commission is a

This one is the 5 of Hearts from the Selling Value card deck.  It’s true, customers hate price increases. Heck, I get an annual price

This one is the 5 of Spades from the Selling Value card deck.  A value table consists of four columns: the solution, the problem, the

This one is the 6 of Diamonds from the Selling Value card deck.  If you are having value conversations, you’re focusing on, what’s the problem

This one is the 6 of Clubs from the Selling Value card deck. First, let’s talk about an analytical journey. These are those people who,

This one is the 6 of Hearts from the Selling Value card deck.  I work with clients frequently about creating these value tables. And what

This one is the 6 of Spades from the Selling Value card deck.  Make it simple for buyers to decide. One of my favorite sayings