How To Manage No-Decision Prospects And Focus Your Energy To Win
Forbes | What questions should sales leaders ask to determine if a prospect will or won’t buy?Read the full article
All News
Here’s How B2B Salespeople Define Buyer-Centrism
Marketing Charts | Creating an authentic connection between the salesperson and the prospect is fundamental to buyer-centric selling.
Beyond the Buzzword: Buyer-centric Sales Strategies From Sales Professionals and L&D Decision-makers
International Journal of Sales Transformation | Exploring research around buyer-centric selling.Read the full article
Prioritizing Growth In Today’s Marketplace Through Strategic Investments
Forbes Expert Panel | Julie Thomas discusses investing in human capital and evolving skillsets.
Salespeople and leaders differ on key aspects of buyer centricity
International Journal of Sales Transformation | Exploring research around buyer-centric selling.Read the full article
Why Sellers Need to Take a Value-Based Approach
CustomerTHINK | How you sell is as important as what you sell.Read the full article
61% of Sales Leaders To Use a Buyer-Centric Approach—Even if It Makes the Sales Cycle Longer—Because It’s More Effective, According to New Research
SalesTech Star | Learn about the results of our latest research.Read the full article
15 Tips For Creating Smart Business Development Budget Plans
Forbes Expert Panel | Julie Thomas discusses how to clearly identify your goals. Read the full article
15 Tips for Keeping Clients when You’re Rebranding or Merging
Forbes Expert Panel | Julie Thomas advises that companies treat customers like VIPs.Read the full article
15 Steps To Take Before Starting A New Business Partnership
Forbes Expert Panel | Julie Thomas gives advice on owning the relationship in a partnership.Read the full article
2023 Top Sales Training and Enablement Companies
Training Industry | ValueSelling makes the top 20 list for the 14th year.Read the full article
120 Sales Podcasts for Hungry Sales Professionals: 2023 Edition
Sales Hacker | We’re thrilled that our podcast is included on this list. See us at #9
12 Tips To Solidify ‘Win-Win’ Partnerships In Business
Forbes Expert Panel |Julie Thomas explains her approach of understanding what is valuable to your business partner.Read the full article
ValueSelling Associates Congratulates Clients Named as Finalists in the 2023 Stevie Awards for Sales & Customer Service
SalesTech Star | ValueSelling celebrates client success. Read the full article
12 Biz Dev Leaders Discuss The Benefits Of Working With PR Agencies
Forbes Expert Panel | Julie Thomas discusses how to establish thought leadership around a brand by leveraging PR.Read the full article
21 Sales Coaching Tools and Resources to Create a Top-Performing SDR Team
Reply | Article for Sales Development Reps cites ValueSelling research. Read the full article
Stop Chasing Sales Efficiency and Focus on What Matters Most
Selling Power | Julie Thomas discusses why sales effectiveness empowers salespeople.Read the full article
Sales Efficiency Isn’t Sales Effectiveness. How to Focus Your Team on What Matters.
Three ways sales leaders can build effectiveness, not efficiency, in their team to drive sustainable sales results.Read the full article
Three Things 2022 Taught Us About Sales
Forbes | Julie Thomas explores the top three challenges sales teams faced in 2022 – and how to overcome them. Read the full article
Eight Overlooked Business Factors That Are Key To Brand Elevation
Forbes Expert panel | Julie Thomas shares tips on personalized messaging. Read the full article
ValueSelling Associates Welcomes Gini MacDonald as a Managing Partner
SalesTech Star | Gini MacDonald’s experience in data-driven sales development, management, and training will help expand the company’s sales training and coaching programs.Read the full article
11 Ways Business Teams Can Improve Their Sales Funnel Process
Forbes Expert panel | Julie Thomas discusses how to map your prospect’s buying journey.Read the full article
Getting Over the Hump: Biz Dev Leaders Discuss Their Biggest Hurdles
Forbes Expert panel | Julie Thomas talks about the impact of The Great Reshuffle.Read the full article
Too Many Cooks … How a Single Sales Methodology Can Help to Reap Global Benefits
International Journal of Sales Transformation | PJ Nisbet explains how a consistent sales methodology can result in dramatic improvements in global sales performance.Read the full article
The Value of Coaching to Drive Sales Methodology Adoption
SalesTech Star | Carlos Nouche shares strategies for driving sustainable adoption of your sales methodology. Read the full article
Eight Emerging Tech Trends Helping Business Leaders Work Efficiently and Stay Connected
Forbes Expert Panel | Julie Thomas suggests engaging in conversational intelligence.Read the full article
Selling Power Names ValueSelling Associates to its 2022 Top Virtual Sales Training Company List
SalesTech Star | ValueSelling Associates has once again been named a top virtual sales training company.Read the full article
Three Bad Habits of Salespeople – And How To Break Them
LinkedIn Sales Blog | Be on the lookout for these three bad habits and learn how salespeople can break them. Read the full article
Small Wins Go a Long Way. Here Are 5 Simple Ways to Appreciate Salespeople
Here are five easy ways to celebrate the right sales behaviors and show employees you value them for the effort they put in day in and day out. Read the full article
Salespeople Can Always Control These Variables
Forbes | Julie Thomas discusses three variables that are within the control of salespeople. Read the full article
Is your Potential Sales Candidate Emotionally Intelligent? 7 Questions to Ask.
Forbes Expert Panel | Hiring for a sales role? Julie Thomas discusses the value of resilience in potential salespeople
Understanding True Value
The International Journal of Sales Transformation | Engage buyers using the basics of value-based selling.
The Behaviors and Skills Sales Leaders Care Most About
Sales&Marketing Management |In this episode of the Sales&Marketing Management podcast, ValueSelling President and CEO Julie Thomas discusses the skills that matter most in a virtual selling environment.
How to Measure the Sales Behaviors that Drive Results
Training Industry |In this episode of the Sales&Marketing Management podcast, ValueSelling President and CEO Julie Thomas discusses the skills that matter most in a virtual selling environment.
How to Use the A-I-M Approach to Prospect More Effectively
LinkedIn Sales Blog |Learn how to use the A-I-M approach in your messaging and build a prospecting cadence to help you be persistent, consistent and leverage the way our brains are wired to generate higher response rates.
3 Ways to Build Credibility, Trustworthiness and Rapport with Buyers – Julie Thomas
Daily Sales Tips |Sales tips on how to build credibility, trustworthiness and rapport with buyers.
How to Warm Up Your Prospecting: It’s About Persistence and Variety
LinkedIn Sales Blog | How to make common connections with prospects that turn cold calls into warm calls.
Why Sales Success Goes Beyond Hitting Your Number
SalesTech Star | Measuring both selling behaviors and sales results is critical to determine if a healthy revenue pipeline is on the horizon.
Improve Sales Forecasting Accuracy By Continually Qualifying The Pipeline
Forbes | Accurate and reliable forecasting has the power to transform a sales organization. And it all begins with a framework for ongoing qualification and a common language
Buyer-First Selling: Ask, Listen, and Diagnose Before You Prescribe
Selling Power | To forge these long-term relationships, your sellers will need to present themselves as credible, authentic, and trustworthy experts who connect on a human level.
14 Key Skills Every Business Leader Needs To Develop
Forbes | To be an effective mover and shaker in the global economy of business development, it takes a humble, open-minded leader to guide a team and build on past success.
Measuring What Matters Most in Sales
Highspot | Research shows remote buying and selling is the preferred way of doing business, and this is expected to continue in the future. However, only 25% of sales organizations are directly measuring virtual sales behavio…
Here’s How To Build Better Publicity And Brand Awareness Through Community Engagement
Forbes |One of the most powerful ways a business leader can elevate their company brand is to let customers share their personal experiences.
Don’t Jeopardize The Business: 11 Ways To Manage Industry Regulations
Forbes | Julie Thomas shares tips for staying on top of regulatory issues.
Successfully Engaging with Customers at Each Stage of the Buying Cycle
CustomerThink |The research reveals the sales behaviors that matter most during virtual interactions at each stage of the buyer journey.
Overcoming Your Sales Team’s Discomfort With Prospecting
Forbes | If you want to overcome your sales team’s discomfort with prospecting, you’ll need to diagnose the problem before you prescribe.
13 Myths About Globalizing A Business
Forbes | There is no cookie-cutter approach on the path to international business success, but there are 13 misconceptions to avoid.
How Coaching and Development Drives Sales Growth
Sales & Marketing Management | Investing in sales coaching pays off.
Soft Skills Remain Critical in B2B’s Virtual Selling World
Marketing Charts | Establishing trust and developing a rapport with customers are essential skills.
Training Industry Names ValueSelling Associates a Top 20 Sales Training Company for the 13th Consecutive Year
SalesTech Series | Innovation, geographic reach and timely measurable results are key attributes for ValueSelling Associates’ success.
In Sales, Diagnose Before You Prescribe
Forbes | In the age of virtual selling, sales professionals must maximize every communication opportunity.
2022 Top Sales Training and Enablement Companies
Training Industry|Our list is based on a thorough analysis of the capabilities, experience, and expertise of sales training and enablement providers.
3 Types of Questions That Help You Better Connect With Buyers
LinkedIn Sales Blog|Raise the quality of conversations with prospective buyers and advance more quickly from salutations to contract signatures – even when selling online.
How Business Leaders Can Better Understand Their CEOs
Forbes|Fourteen experts share strategies for fellow business development leaders looking to better understand and support the goals of their C-level executives.
Create A More Effective Sales Plan For The New Year
Forbes|Formulating a strong sales plan for 2022 and 2023 will include the right mix of both leading and lagging indicators.
5 Inside Sales Lessons Outside Sales Can Use to Succeed at Virtual Sales
LinkedIn Sales Blog |Five ways B2B sales reps can succeed in today’s work-from-home sales environment using lessons from inside sales reps.
The Skills Sales Leaders Care Most About – And How to Measure The Whole Recipe For Sales Training Success
LinkedIn Sales Blog |Discover the critical sales behaviors needed for success in a virtual selling environment, and how to measure them.
The Whole Recipe For Sales Training Success
Forbes |Ultimately, each stage of the sales cycle is an opportunity for sales professionals to establish and build credibility, trust and rapport with customers.
Selling Power Honors ValueSelling Associates as a Top 20 Virtual Sales Training Company in 2021
SalesTech Star | ValueSelling Associates chosen as Top 20 Virtual Sales Training Company in 2021.
15 Ways To Get Employees And Clients Excited About The Latest ‘Launch’
Forbes | 15 experts offer their advice on creating excitement around a launch.
How Successful Companies Approached Sales Training During the Pandemic
LinkedIn Sales Blog |Three sales training secrets of high-growth companies.
Three Keys To Hitting Your Sales Number In The Fourth Quarter — And The First
Forbes | In Q4, many sales leaders make the mistake of waiting too late to course-correct. To set your team up for a strong finish, you need to put a plan in action now — not in late November
Scary Stuff: The “P” Word…Price
LinkedIn Sales Blog |This post shares techniques to understand what the buyer values, various levers you can use to demonstrate value along the way, and three strategies for when you need to negotiate price.
Three Ways Sales Leaders Can Build A Culture Of Continuous Learning
Forbes | What do sales training and artisanal ice cream have in common?
Does Your Sales Team Have Enough Pipeline to Make Quota?
Selling Power |In this article, you’ll learn a strategic prospecting strategy that separates the shoppers from the buyers.
15 Key Transitional Steps To Take When Digitizing Your Business Model
Forbes |In this article, 15 experts offer their best tips to help leaders execute a smooth, seamless transition to a digital model.
How to Sell to C-level Executives
LinkedIn Sales Blog |If you want to talk to a C-level executive, you have to think like a C-level executive and get to know their business.
How Sales Leaders Can Approach Coaching To Close
Forbes | To increase close rates, sales leaders must think like a physician.
5 Ways to Make Objection Handling Your Super Power
LinkedIn Sales Blog | The most common types of sales objections and proven techniques to help you manage the conversation with your prospects without breaking a sweat.
How to Retain Top Talent and Drive Productivity with Sales Training
Selling Power |Nothing pays off quicker than customized and actionable sales training.
15 Strategic Ways To Ensure Your Business Is Adaptable
Forbes | In this article, 15 members of the Forbes Business Development Council share strategies for fortifying a business against obstacles.
How To Coach Your Sales Teams Through Rejection And Objection
Forbes | The most effective salespeople have the shortest memory.
15 Ways To Handle Customer Objections
Forbes |To help sales reps ease the concerns of potential customers, the members of Forbes Business Development Council offer advice on practical ways to deal with objections without losing the sale.
How Top Sales Reps Rise Above the Rest
Highspot |Learn what top sales performers do differently to consistently exceed expectations and crush their quota.
It’s Time To Put The Professional Back In Sales Pro
Forbes |Sellers must harness the power of authenticity – especially when selling to the C-suite.
15 Strategies For Monitoring And Addressing Customer ‘Health’
Forbes Expert Panel | Julie Thomas shares her tips on customer health.
Improve Your Sales Outcomes by Letting Go of Deals
LinkedIn Sales Blog |How letting go of low-potential deals improves your odds of closing real deals.
7 Winning Sales Habits of Top Performers
LinkedIn Sales Blog |Research uncovers the 7 mindsets, attributes and habits that separate top sales performers from the rest of the pack.
3 Ways to Propel Sales Growth During a Crisis
Sales & Marketing Management |Here are 3 ways to grow your business in the face of an economic downturn.
![[New Data] 7 Actionable Habits of Top Sales Performers](https://www.valueselling.com/wp-content/uploads/habits-top-salespeople2028129.jpg)
[New Data] 7 Actionable Habits of Top Sales Performers
HubSpot |The findings revealed that these habits are a combination of learned skills and inherent traits and set the best salespeople apart from the middle-of-the-pack reps.
To Hit Quota, Build Authentic Relationships
Forbes | What makes high performers tick? Our latest research examines what sets high-performing salespeople apart from the pack
Flourish or Flounder? Soft Skills Make the Difference in Sales
Highspot | Explore why some companies had a banner sales year while others fumbled during the COVID-19 pandemic.
Desire, Drive, and Discipline Set Top Sales Performers Apart
Selling Power | Julie Thomas defines the criteria you can use to hire and develop more top sellers.
Creating a Customer-Centric Culture
LinkedIn Sales Blog |Buyer-first or customer-centric selling is more than a philosophy, it’s a practice.
Why Prospecting Is Not Selling
Forbes | When it comes to prospecting, several factors lead to success. Here are three tips that will open doors to new opportunities
3 Keys to Successful Renewal Business
LinkedIn Sales Blog | Julie Thomas shares why existing customers should be treated with the same attention and dedication that you show to new prospects if you want to retain them long-term.
Why You Should Be Delivering Value-based Stories
HubSpot | Read the latest article by Julie Thomas — she discusses why successful sales professionals are phenomenal storytellers and how to up your sales game with value-based stories.
These 6 Soft Skills Matter to Customers
CustomerTHINK | Read the latest article by Julie Thomas — she details why soft skills are especially crucial when companies encounter market uncertainty and rapidly shifting business needs.
Five Sales-Related Trends That Are Here To Stay
Forbes | Read the latest Council Post by Julie Thomas, as she discusses the enduring shifts in the sales profession brought about in the era of the Covid-19 pandemic.
3 Sales Training Secrets of High-growth Companies
Training Industry | Julie Thomas shares research that demonstrates the positive impact that sales training has on a company’s profitability and growth — even beyond the sales discipline.
13 Strategies For Making A Truly Effective Cold Pitch
Forbes Blog | Julie Thomas, and the other members of Forbes Business Development Council, share their most effective strategies about closing sales through cold outreach.
Why Connecting Virtually in a Human Way is Crucial for Sales Professionals
LinkedIn Sales Blog | Julie Thomas shares why connecting digitally in a human way is crucial for sales professionals, what Tim McGraw song is on repeat for her right now, and more.
Critical Sales Concepts and Skills to Succeed in 2021
LinkedIn Sales Blog | Julie Thomas contrasts the differences between high revenue growth and negative revenue growth companies to demonstrate how the right strategic focus on sales separates them.
The Resurrection of the Office Phone Call
Wall Street Journal | ValueSelling Associates are featured in the Wall Street Journal’s article about how the COVID pandemic has brought back an old mode of communication that millennial workers used to shun.
Hindsight Is 20/20: What Sales Training Professionals Can Take Away From 2020 to Be Successful in 2021
Training Industry | Julie Thomas shares some of the more important sales training lessons gathered from research and selling in the trenches over this past year to succeed in 2021.
What Companies That Grew In 2020 Realize About Sales Training
Forbes | Read the latest Council Post, by Julie Thomas, as she discusses six ways sales training positively contributes to the bottom line.
14 Common Biz Dev Mistakes Every Company Should Avoid
Forbes | Julie Thomas and other the members of Forbes Business Development Council share 14 common mistakes companies make in their biz dev strategies, and what you should be doing instead.
Your Sales Reps’ Top 3 Questions on Leveraging Differentiation to Drive Sales, Answered
Training Industry | Julie Thomas answers the three most common questions sellers have when leveraging differentiation to drive sales success.
How to Overcome Sales Objections
SalesFlare | Guest blog by Julie Thomas discusses the different types of objections you will encounter and how you can overcome them in 5 simple steps.
Don’t Take Renewal Sales For Granted
Forbes | Read the latest Council Post, by Julie Thomas, as she discusses the three areas when you are training or coaching your sales teams on successful renewal sales.
Keep Sales Moving during COVID-19 Says Julie Thomas of ValueSelling
Startup.info | Julie Thomas discusses COVID-19, virtual sales and staying motivated
Your Sales Reps’ Top 3 Questions on Closing Key Q4 Opportunities, Answered
Training Industry | Julie Thomas answers to the three most common questions sellers have when racing to hit quota in Q4.
This Week’s Big Deal: One Buyer Preference to Rule Them All
LinkedIn Sales Blog | This week’s “Big Deal” feature on the LinkedIn Sales Blog pays tribute to Julie Thomas’s January 2020 post and congratulates the ValueSelling team on the Stevie Award for Most Valuable COVID-19 Corpo…
How To Factor A Pandemic Into Your B2B Sales Forecasts
Forbes | Read the latest Council Post, by Julie Thomas, as she shares how businesses that emerge from a crisis ahead of the competition are the ones who proactively plan for resilience and make investments as part of an offen…
ValueSelling Associates Welcomes Sales Industry Expert Bart van Eijck
van Eijck Extends ValueSelling Associates Presence in the Benelux RegionRANCHO SANTA FE, CA. – September 17, 2020 – ValueSelling Associates, Inc
3 Proven Approaches to Gain Executive Access
LinkedIn Sales Blog | Julie Thomas shares the most practical and effective tips on how to gain access to high-level decision makers.
Your Sales Reps’ Top 3 Questions on Effective Qualification and Forecasting, Answered
Training Industry | Julie Thomas shares her expertise to ensure salespeople aren’t establishing contacts and building business relationships only to encounter opportunities that will never close.
14 Tips To Better Align Sales And Marketing Teams
Forbes Expert Panel Blog | Julie Thomas and 13 others from the Forbes Business Development Council discuss how the alignment of sales and marketing teams can help ensure that companies are meeting the needs of current and pot…
Just Because Your Solution Is Different Doesn’t Mean It Is Differentiated
Forbes | Read the latest Council Post, by Julie Thomas, as she shares the multiple ways to differentiate outside of the sphere of the product and service description. If you only compete on features and capabilities, it is ve…
How to Unmask Objections to Close the Deal
LinkedIn Sales Blog | Julie Thomas shares how sales professionals can effectively respond to buyer objections to ultimately close the deal.
13 Key Steps To Developing A Go-To-Market Strategy
Forbes Expert Panel Blog | Julie Thomas and 12 others from the Forbes Business Development Council offer their insight into the key steps someone in the business development industry should take when creating a go-to-market s…
Your Sales Reps’ Top 3 Questions on Structuring Sales Conversations, Answered
Training Industry | Julie Thomas answers to the three most common questions reps have when developing the skills to structure meaningful sales conversations.
![Why Most Reps Won’t Make Quota and How You Can be Different [New Research]](https://www.valueselling.com/wp-content/uploads/Screen20Shot202020-09-0120at202.39.5520PM-768x515.png)
Why Most Reps Won’t Make Quota and How You Can be Different [New Research]
Hubspot | Read the latest Hubspot Sales blog, featuring Julie Thomas, as she shares the main reasons why salespeople are missing quota and how you can use this information to make sure you are not one of them.In researching q…
An Enterprise-Wide Approach To Sales Training
Forbes | Read the latest Council Post, by Julie Thomas, as she discusses how training on sales methodology is a critical foundation of corporate knowledge and a way to establish a customer-centric culture.This translates far …
Your Sales Reps’ Top 3 Questions on Overcoming Objections, Answered
Training Industry | Read the latest sales article, by Julie Thomas, as she discusses the three most common questions salespeople have about overcoming objections.How Do I Develop Better Closing Skills
How to Reach Your Sales Quota in a Year of Uncertainty
Selling Power | Read the latest blog, by Julie Thomas, as she discusses the key elements that contribute to a salesperson’s ability to consistently achieve sales quota.Mid-year is an ideal time to reflect, recalibrate, and …
True Curiosity Enables Empathy: A Lesson For Sales Leaders
Forbes | Read the latest Council Post, by Julie Thomas, as she discusses empathy and why it’s an important emotion that sales professionals should cultivate.But by harnessing our inner empathy and becoming aware of the emotio…
16 Critical Strategies For Enabling ‘Problem-Centric’ Selling
Forbes | Read the latest Forbes Expert Panel blog, featuring Julie Thomas and 15 others from the Forbes Business Development Council, as they examine 16 critical strategies that a company can adopt to enable a more “problem-c…
Your Sales Reps’ Top 3 Questions on Winning Over Decision-makers, Answered
Training Industry | Read the latest sales article, by Julie Thomas, as she answers the three most common questions salespeople have when developing the skills to sell higher and sell with confidence.Which Roles Should I Targe…
Developing An Effective Customer Journey Map: 16 Tips For Sales Pros
Forbes | Read the latest Forbes Expert Panel blog, featuring Julie Thomas and 15 others from the Forbes Business Development Council provide useful advice for business development professionals who want to develop their own c…