Loading Content
Complimentary Webinars
Using Anxiety Questions to Finish the Year Strong
September 15, 2016 | 10:00 am PDT Hosted by Natalie Pitchford Register Now

As we gear up for the 4th quarter of the calendar year and prepare to finish strong, sales teams are digging deep into their tool bag to close business. For those deals that have stalled, how do you ‘provoke’ your customer to think differently and move forward? In ValueSelling parlance, we insert anxiety questions to elicit an emotional response without risking rapport.

Read More
“The Business of Knowing Your Customer’s Business – The Key to Selling Value”
Delivered on August 30, 2016 Hosted by Julie Thomas

As sales professionals in today’s competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company’...

View on demand View on Slideshare
When No Means Not Yet: Overcoming Objections
Delivered on August 18, 2016 Hosted by Julie Thomas

Instead of feeling dread, sales executives can welcome objections and actually look forward to the next "no." In many cases, an objection means the prospect is missing information needed to complete the buying process. Get tips on how to be prepared to address objections on a positive note and change ...

VIEW ON DEMAND VIEW ON SLIDESHARE
Effective Prospecting: Increasing Your Chances of Success
Delivered on June 16, 2016 Hosted by PJ Nisbet

The world of selling has changed drastically over the last few years. One of the biggest challenges is gaining access to the right people and presenting your solution with impact. To optimize your prospecting efforts, focus on the key activities needed to achieve your sales targets. Gain clarity on the ...

VIEW ON DEMAND VIEW ON SLIDESHARE
Hook ’em with Value-based Stories
Delivered on May 19, 2016 Hosted by Carlos Nouche

Building trust and rapport is key to establishing credibility. So when given a window of opportunity to prove credibility with a prospective client, it is critical to lead a meaningful conversation. But how do you engage the executive with crossed arms and furrowed brow? The answer is to be interesting ...

View on demand View on Slideshare
Tuned In or Tuned Out to Your Client?
Delivered on April 21, 2016 Hosted by Marilyn Janas

Great leaders have perfected the art of listening. They know that active listening ...

VIEW ON DEMAND VIEW ON SLIDESHARE
Improve Your Credibility to Increase Your Odds
Delivered on March 17, 2016 Hosted by Julie Thomas

Gatekeepers, influencers and decision makers - gaining access to these people is key to effective prospecting in working your pipeline. Since you’ve got about 30 seconds to establish rapport and trust with each new introduction in an organization, it is critical to make a good first impression. A signature ValueSelling ...

VIEW ON DEMAND VIEW ON SLIDESHARE
Social Selling: Finding Prospects Online to Engage Them Offline
Delivered on February 18, 2016 Hosted by Carlos Nouche

Today, the selling process begins online for both sales professionals and their prospective buyers. With over 1 billion Facebook users, 232 million Twitter users, and close to 400 million LinkedIn users, it’s easy to understand why businesses have flocked to social media sites. So how do you become part of the conversation ...

VIEW ON DEMAND VIEW ON SLIDESHARE
Territory Management: Kick Start Your Year
Delivered on January 21, 2016 Hosted by Julie Thomas

Imagine starting a journey through an unknown forest without the advantage of having a map, yet being responsible for navigating the forest to the other side as quickly and effectively as possible. Now apply that scenario to cultivating and managing your sales territory. Without a map, your journey may very ...

VIEW ON DEMAND VIEW ON SLIDESHARE