Tricia Raphaelian has more than 25 years of experience in direct sales, sales management, marketing and communications. The majority of her sales career was gained at Gartner Inc., where she was a consistent top producer prior to managing the Western U.S. sales organization. After a brief hiatus, she returned to Gartner’s best-in-class sales training organization to deliver various skills curricula while mentoring and modeling in real world situations. The foundation of this training was ValueSelling, with positive sales results.
Tricia also has an extensive background in agency/corporate marketing and public relations. She has been affiliated The Benjamin Group/Weber Shandwick (Interpublic Group) and The Hoffman Agency, where her client portfolio comprised several start-ups as well as Fortune 500 companies, including Motorola. This experience has molded Tricia’s ﬁrm belief that to reap the most compelling results from sales organizations, it is imperative that sales and marketing work together to build messages and questioning techniques that create demand for their products’ and services’ differentiation and associated value.
As one of ValueSelling’s ﬁrst students, Tricia is a veteran of the ValueSelling process. Her years of anecdotal experience, coupled with her unique approach to rolling out and institutionalizing the ValueSelling process to achieve high impact results, makes her a frequently requested speaker, facilitator and consultant. She has guided ValueSelling implementations at tech companies including Adaquest Inc., ARC, Avocent Inc., Dell Computer Corp., META Group Inc., Scient, Toshiba America Information Systems Inc., Yankee Group; she has also led ValueSelling programs at non-tech companies including A Place for Mom, MediaMap/Bacon’s Information Inc./Cision Inc, Monster Inc., Vaisala, and two of the largest PR/Communications agencies in the world. She holds a bachelor’s degree from Loyola Marymount University in Los Angeles.