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The Power of Human-to-Human Connection in B2B Sales

If you are a business development professional, knowing where to invest your company's time and money next is a big deal if you are trying to create long-lasting partnerships and innovations that could change your company's future for the better. To help leaders and teams strategize creatively throughout the brainstorming process, experts from Forbes Business Development Council each share one method for coming up with good biz development ideas that will have potential success in the marketplace.

Networking with brand champions or highlighting the success stories of current customers are good places to start building on the next chapter of your business plan. Below are 14 expert tips.

To sell to the C-suite, adding value is essential. It sounds simple, but execution can be tricky. As a sales leader, you must guide your team to craft a compelling business case by emphasizing return on investment (ROI), cost of inaction (COI) and competing initiatives.

Julie Thomas Of Value Selling Associates On Mastering the Art of Remote Selling in a Post-Pandemic World

Forbes | From Julie ThomasPresident & CEO of ValueSelling Associates and a noted speaker, author and consultant, speaks on having the ability to adapt when creating better leadership And business relations.

Forbes | Julie Thomas, Thomas President & CEO of ValueSelling Associates, speaks on the overarching reason for underperformance: the lack of a healthy sales pipeline.

ValueSelling Associates, a sales training company, released ValueCoach AI, a value-based AI coaching tool engineered to help revenue teams drive desired selling behaviors and enable sales managers to optimize sales coaching and performance.

AI Supported Simulations and Role Play Boost Learning, Helping Sales Reps Close Bigger Deals Faster

ValueSelling Associates, Inc. is honored to be selected to Selling Power’s Top Sales Training Companies 2024 list as a best-in-class sales training provider. For the thirteenth year in a row, Selling Power has published its list of companies that excel in helping sales leaders improve the performance of their sales teams through impactful sales training, and ValueSelling Associates has once again earned a spot on that list in 2024.

In this article, Julie Thomas will identify behaviors that deliver sales results, outline the ideal program for driving behavior change and show how sales enablement can best support those efforts.

20 members of Forbes Business Development Council share their advice on how introverts can improve their presentation skills.

Overcoming a slow start to the sales year

An effective corporate training program is crucial for enhancing employee skills, boosting productivity, and aligning with business objectives.

10 experts from Forbes Business Development Council each share one practical win their teams have experienced from integrating AI tools such as ChatGPT or Claude.ai into their sales process.

If you are overwhelmed and under pressure, don't throw in the towel—there is still hope to turn things around and gain more credibility. Here, eight Forbes Business Development Council members share ways that biz development leaders can promote transparency and trust in their role and improve their relationship with their teams.

Mindset & Benefits of Selling to Senior Executives and How Salespeople Gain Access to Senior Executives

ValueSelling Associates applauds winners of the 18th annual Stevie Awards

Master the art of value selling and open doors to the C-suite

In this article, Julie Thomas explains how using both GenAI tools and warm calls that apply the Anxiety, Influence and Motivation (A-I-M) framework are complementary strategies for your sales team's success.

Get a better pulse on how some companies and their teams are truly faring by integrating tools like ChatGPT and Claude.ai into their sales processes. Twelve biz dev experts from Forbes Business Development Council share how AI has improved their sales teams and any challenges other leaders should be mindful of with the latest technology.

Staying ahead of the curve is essential for success in the ever-changing world of sales. Sales managers play a crucial role in nurturing and guiding their teams to achieve targets, but this aspect of the job often takes a back seat as managers don’t have the bandwidth to make their own numbers and develop their people. Artificial intelligence (AI) is coming to the rescue.

Leveraging Financial Data in Sales: Pre-call Planning Done Fast, Done Right

Julie Thomas, President and CEO of ValueSelling Associates, which delivers sales training and coaching, shares her perspective on prospecting.

20 leaders from Forbes Business Development Council each offer one tip to help women in the biz dev space overcome the challenges they face in the industry

Eight members of the Forbes Business Development Council provide tips to help leaders and their sales teams elevate their active listening skills, which can pave the way for long-term business success.

GLOBE NEWSWIRE | ValueSelling Associates is Selected to Inc. Magazine’s List of the Pacific Region’s Fastest-Growing Private Companies

Global Newswire | Training Industry Names ValueSelling Associates a Top 20 Sales Training Company for the 15th Consecutive Year

Sales & Marketing Management | This article explores how Kimberly Clark Professional North America adopted a value-selling approach to maintain price integrity and achieve impressive results.

CustomerTHINK | Julie Thomas shares the three pillars of effective cold emails, let’s dive into three examples.

Forbes Council | Julie Thomas discusses her approach to delivering Value in B2B sales using a proven Sales Methodology

Forbes Business Development Council | Julie Thomas Suggests to Remember That Every Buyer Has A Different Approach

Training Industry | How to Measure Sales Enablement Impact

The Sales Hunter Podcast | Making Your Solutions Essential for Every Stakeholder

Customer Think | Julie Thomas discusses the best practices for personalized multi-channel prospecting

Customer Think | When a Sales Qualification Tool Isn’t Enough

The Sales and Marketing Management Podcast | Julie Thomas on the Power of Value Selling

Forbes Business Development Council | Julie Thomas gives a tip to Share Credible Stories That Will Resonate With Customers

ATD Magazine | Julie Thomas Shares Two Key Skills to Teach Salespeople

Women salespros | Latest list of podcasts about B2B sales / GTM / revenue Hosted (or Co-Hosted) by women.

Forbes Business Development Council | Julie Thomas says, "Ensure Your Message Is Personal And Relevant"

The Win Rate Podcast | Today Andy Paul is joined by yet another all-star panel of industry experts: Julie Thomas, CEO of Value Selling Associates, Mark Roberts, CEO and Founder of OTB Solutions, and Mitchell Kasperczyk, Strategic Account Manager at Compyl.

Customer Think | Julie Thomas explains the Playbook to Closing Crucial Deals in Q4

Forbes Business Development Council | Julie Thomas shares that having a strategic plan and focusing on execution enables us to balance time and resources.

Elitebusiness | The Gold Standard to Drive Revenue and Create Customers for Life by Julie Thomas

Harvard Business Review | In this article, Julie Thomas discusses how your ability to build relationships with high-level employees will be key to closing deals.

Harvard Business Review | Julie Thomas explains If you’re new to B2B sales, your ability to build relationships with high-level employees will be key to closing deals.

Forbes Business Development Council | Julie Thomas shares how learning to say “no” to some things opens you up to other opportunities.

Forbes Business Development Council | Julie Thomas shares the Importance of Making Investments In Your Team During The Storm.

SellingPower | As you plan for the year's end, Julie Thomas discusses how the key to success is focusing on what you can control.

Forbes | Julie Thomas discusses the importance of exceeding customers' expectations; today, it is all about the customer experience.

Forbes | Julie Thomas, a distinguished member of Forbes Business Development Council, is a pioneer in the world of B2B sales.

Forbes | Julie Thomas shares the importance of recognizing your blind spots; without introspection, self-assessment, and coaching, growth is hard to come by.

Forbes | Julie Thomas discusses how most sales professionals, landing a one-time sale is not the goal. Sure, it may represent a nice win in the near term, but to drive customer value, revenue teams must develop long-term relationships and aim to create customers for life.

Selling Power | ValueSelling Associates is included in Selling Power's compiled list of the top virtual sales training companies!

Daily Sales Tips Podcast | Today’s tip comes from Julie Thomas

The Business Report | Julie Thomas works with revenue leaders across many industries to help them realize results they never thought possible.

CustomerThink | This article by Julie Thomas discusses the Mindset for Effective Sales Calls the true power of the O-P-C Questioning technique.

Forbes | In this article, Julie Thomas discusses the importance of consistency and persistence with outreach.

Forbes | In this article, Julie Thomas discusses capturing the customer’s voice and reflecting that in the sales process.

SalesPoP | Julie Thomas, President and CEO of Value Selling Associates delved into the concept of a revenue engine and its implications for sales organizations.

Forbes | This article by Julie Thomas discusses the importance of reading what your prospects are reading

Scale Your Sales Podcast | This podcast featuring Julie Thomas delves into the world of value selling and its transformative potential for businesses in the digital age.

Hubspot | This Article Features ValueSelling Associates Inc. for its Value-Based Sales Training.

Forbes | In this article, Julie Thomas discusses how majoring In finance and business can help with anything.

Selling Power | In this article, Julie Thomas discusses how many salespeople have forgotten how to prospect and must rediscover a new sales prospecting mindset.

Training Industry | This article by Julie Thomas discusses how to avoid wasting time qualifying “ No Decision” opportunities with four key questions.

Forbes, Councils | This article by Julie Thomas discusses her new book that delivers a fresh and engaging perspective on how to adopt a customer-centric approach when selling to contemporary buyers.

Customer Think | This article by Julie Thomas discusses applying a proven sales qualification framework that saves you time.

Forbes | This article by Julie Thomas discusses how to go beyond the rational motivations of ROI, productivity gains and operational effectiveness to effectively sell to the C-suite.

Forbes | In this article, Julie Thomas discusses how to invest in your people with Sales Training And Coaching.

Forbes | In This article, Julie Thomas discusses how prioritizing consistent communication is essential for business leaders.

Forbes | This article by Julie Thomas discusses how to better understand your prospect’s challenges.

Forbes | This article, the Bus Development Council features Julie Thomas discussing getting prospective customers’ attention.

Spiceworks | ValueSelling’s Tom Miller shares his experience on working with SaaS companies on how to align the revenue engine.

Forbes | Focus on what you can control — Four Steps For Effective Sales Enablement Measurement from Julie Thomas.

Customer Think | On the surface, strategic account planning seems simple – but there are two problems stand in your way from Julie Thomas.

CustomerTHINK | A step-by-step approach for earning executive attention.

CustomerTHINK | A step-by-step approach for earning executive attention.

International Journal of Sales Transformation | Understanding best practices for a buyer-centric sales approach.

Forbes Expert Panel | Julie Thomas shares tips on negotiating on terms and deliverables.

Forbes | This article by Julie Thomas discusses the unique connection between RevOps and sales methodology.

Demand Gen Report | ValueSelling’s & Perceptyx case study published in the “Case In Point” featured section.

CustomerTHINK | Learn how companies can foster alignment on best practices

Times of San Diego | We’re thrilled to make this list 11 years running!Read the full article

Forbes Expert Panel | Julie Thomas comments on digital social engagement.

SalesFuel | ValueSelling’s CEO Julie Thomas talks about how to best leverage case studies.

HubSpot Sales blog | No one likes cold calling. Here are some tips to overcome phone anxiety.

LinkedIn Sales Blog | A guide to sales prospecting that covers how to find reliable info, how much time it should take, and how to tailor messages that add value for prospects.

Demand Gen Report | ValueSelling’s & Perceptyx case study published in the “Case In Point” featured section.

Times of San Diego | Learn how ValueSelling participated in this Gartner conference.

Demand Gen Report | ValueSelling’s & Perceptyx case study published in the “Case In Point” featured section.

Forbes Expert Panel | Julie Thomas discusses investing in human capital and evolving skillsets.

Training Industry | Six best practices to implement a successful buyer-centric sales approach ValueSelling’s CEO, Julie Thomas, shares our latest research results.

International Journal of Sales Transformation | Exploring research around buyer-centric selling.

Canadian Insider | Nicole Hutzul will expand ValueSelling training in Canada.

CustomerTHINK | How you sell is as important as what you sell.

SalesTech Star | Learn about the results of our latest research.

Forbes Expert Panel | Julie Thomas discusses how to clearly identify your goals.

Forbes Expert Panel | Julie Thomas gives advice on owning the relationship in a partnership.