Loading Content
Loading Content
The Voice of Value Newsletter
Survival of the Fittest: Thriving in a Dynamic Sales World
I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technol...
By ValueSelling Associate on May 03, 2017
The Final Four | 4 Coaching Strategies to Improve Sales Performance
Coaching teams to higher performance is a best practice for sales leaders. And it’s a very hot topic in business right now. In fact, every client we work with recognizes the importance of developing...
By VSA on April 05, 2017
The #1 Skill for Becoming a Trusted Advisor to Clients
Like many college students, I had absolutely no idea what I wanted to do when I “grew up,” or what subject area I wanted to study as a major.  During my first semester, I registered for all the g...
By VSA on March 01, 2017
Why Will They Meet You? One Executive’s Perspective.
Early in the first quarter is the time to focus on building our pipelines to achieve, or even overachieve, our sales goals in 2017. This requires us to market to genera...
By VSA on February 03, 2017
5 Time Saving Hacks to Kick-off the New Year
In the words of Ben Franklin, “Lost time is never found again.” And wasting time, or focusing attention on non-productive activities, will severely impact your abili...
By VSA on January 04, 2017
5 Lessons Learned from the U.S. Presidential Election Process
Having just lived through the US election process, I began reflecting on the similarities between a political campaign and sales process. After all, the political process is essentially a long job int...
By VSA on December 06, 2016