Leaders Perception: Julie Thomas on Adapting Sales Training Without Losing the Human Element

In this interview, Julie Thomas, President and CEO of ValueSelling Associates, shares her journey from finance to sales leadership and how the company has adapted to changing business environments. She highlights the ValueSelling Framework as a foundation for helping sales professionals conduct confident, customer-focused conversations. Thomas discusses the company's global expansion, delivering training in more than 17 languages, and its successful transition to virtual instructor-led training during the pandemic. She also explores AI's growing influence on sales, noting that 77% of sellers report improved prospecting effectiveness through AI tools. However, she emphasizes that human capabilities, including referrals, confidence, persistence, and meaningful business conversations, remain essential. ValueSelling's AI coaching avatar, Val, supports sellers by improving deal execution and underlying skills. Ultimately, Thomas encourages organizations to embrace technological innovation while preserving human connection, continuous learning, and the customer-focused selling behaviors that drive sustainable business growth.