Tricia Raphaelian has more than 25 years of experience in inside/field sales, sales management, marketing and communications. Much of her sales experience was gained at Gartner Inc., where she was a consistent top producer prior to managing. She also spent time in Gartner’s best-in-class learning and development organization to deliver various skills curricula while mentoring and modeling in real world sales situations. The foundation of this training was the ValueSelling Framework®, which had a positive quantifiable impact on sales cycles, average deal size and overall revenue.
Tricia also has an extensive background in agency/corporate communications, marketing and public relations. She has worked for The Benjamin Group/Weber Shandwick (IPG) and The Hoffman Agency, where her client portfolio comprised tech start-ups as well as Fortune 500 companies including Motorola. This experience molded Tricia’s ﬁrm belief that to reap the most compelling sales results, sales and marketing must be aligned. Today, she coaches sales organizations to build messages and questioning techniques that create demand and value for their unique capabilities.
As one of ValueSelling’s first students, Tricia is a veteran of the ValueSelling Framework methodology. 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. Tricia has worked with a number of tech companies including Adobe, ARC, Cisco, Dell, McAfee, META Group and Toshiba America Information Systems Inc. She has also led ValueSelling programs at A Place for Mom, MediaMap and Bacon’s Information (now Cision Ltd.), Monster, Vaisala, and two of the largest PR/communications agencies in the world.
She holds a degree from Loyola Marymount University in Los Angeles.