🎙️ Episode 9: Value Does Not Determine Value
In this solo episode, Mandy dives into a story that's floated around sales books and classrooms for years—the $100 pencil assignment. While the details change depending on who tells it, the lesson stays the same: sales success has far less to do with scripts, value stacks, or flashy decks, and far more to do with connection, common ground, and authentic conversation.
Mandy shares how this timeless lesson applies to modern sales and why the best salespeople don't obsess over tactics—they focus on people. She also gives a peek into her own "always learning" habit (spoiler: she's never without a paper book in hand) and how stories like this one sharpen her thinking about sales, growth, and impact.
If you've ever wondered why "perfect pitches" still fall flat—or how you can shift from chasing transactions to building trust—this episode is for you.
What You'll Learn in This Episode:
Why scripts and stacked value props often fail to close the deal
How genuine connection and common ground unlock opportunities
The power of storytelling and relationship-building in sales
Why solving real problems matters more than manufacturing value
How lessons from a college "pencil assignment" apply to your everyday sales conversations
Resources & Links Mentioned in this Episode:
Got a book recommendation for Mandy? Drop her a message—she's always reading and always learning.
Connect with Mandy on LinkedIn for more insights and conversations around sales, leadership, and impact.
Join the Conversation:
What's the most surprising lesson you've ever learned about sales or relationship-building? Share your thoughts with Mandy on social or leave a review for Chasing Impact, Not Sales!
Connect with Mandy:
🔗 Follow Mandy on LinkedIn
Download Mandy's Sales Metrics Cheat Sheet
🌐 Learn more about working with Mandy
📥 Want a sales system that feels good and works? Let's talk.
