Rick McAninch, a founding associate of ValueSelling Associates, specializes in working with companies that are facing challenges created by the changing economy, acquisitions, competition and a host of other sales management complexities. Rick has consulted with leading companies worldwide, including Blackbaud Inc., LexisNexis, Microsoft, Sun Microsystems and a host of other technology, service, healthcare and financial organizations.
Prior to joining ValueSelling in 1996, Rick led North American sales for a division of Harris Corporation, where he successfully implemented and reinforced the ValueSelling process. Under his direction, the sales organization moved from product feature/function selling to high-level business impact selling resulting in a 30 percent revenue increase in less than nine months.
Rick worked his way up from technical and marketing positions to consistently be the top revenue producer at the individual sales, district manager and regional director levels. After successfully initiating a National Accounts program, he was promoted to lead the North American sales and support effort at Harris and played a key role in guiding the company through several new product introductions.
In his current role with ValueSelling Associates, Rick delivers sales process consulting, training and keynote speeches around the world. He combines his experience and knowledge with practical applications to motivate and educate sales organizations in both large and small companies.
I am so grateful for the amazing foundation ValueSelling training gave me as a sales, and now marketing, professional. I am now at a small startup in SF and we're bringing Rick McAninch in later this week to run a workshop with some of our Sales team. This is just the first step in trying to change the mindset of our sales folks but a BIG step in the right direction :).
Rick, specifically, made a big difference. We consistently get feedback from people who have done many different types of sales training. The professionalism and approach of Rick and the Associates he brought in is what made it click.
Rick lives by the ValueSelling Framework. He handles the business with the same process he teaches. He’s great at establishing a conversational flow and builds trust with people. We’ve put hundreds of people through his workshops. He creates an environment that is very conducive to learning.
We consistently get a strong and positive sense of engagement from our team. I’ve taken 15 years of sales training. But Rick’s dedication and deep understanding of the intricacies of our business is unsurpassed. Making the sales methodology more applicable is what drives our excitement for ValueSelling training.