Webinars

Discover the latest value-selling tips, tricks, and techniques in these engaging webinars delivered by ValueSelling thought leaders.

Episode 320: From Ground Zero to Sales Hero with John Westman

If you were to establish a sales organization from the ground up, what beliefs, mindset, and behaviors would create a customer-first culture and a highly successful selling motion? To help us with this today, we have John Westman, VP of Project Management at Citius Pharmaceuticals.

Episode 319: How Emotional Fitness Can Boost Your Sales Performance with Ben Drakes

How does emotional fitness relate to our performance under pressure and our long-term resilience in sales? To help us with this today, we have Ben Drakes, Founder and CEO of Ben Drakes University. With an average deal size of over $150m, Ben held sales roles at Computacenter, Capita, and Serco for over 15 years. Today, Ben helps sales professionals perform at their best without sacrificing their physical or emotional well-being.

How Emotional Fitness Can Boost Your Sales Performance

Emotional fitness in sales means having the ability to control and regulate your emotions, especially in high-pressure situations. It's about not being overwhelmed by stress and maintaining a calm and measured approach, often crucial for handling the ups and downs of a sales career. Developing a strategy to manage emotional states allows sales professionals to perform better, experience less stress, and enjoy a happier and more balanced life.

Selling to the C-suite: Asking Better Questions in Sales Calls

Many people, from early-career salespeople to executives, don’t believe that strategic questioning is a skill that can be improved. Part of the problem is undoubtedly formal training. The other half, I’ll put down to misunderstanding the true role of questions.

Episode 317: Align Your GTM Teams for Measurable Results with Kimberly Kaminski

How can you successfully align product, marketing, sales, and customer success for a winning go-to-market strategy? To help us with this today, we have Kimberly Kaminski, CMO at Lakeside Software. Kimberly is a visionary and pragmatic tech marketing and operations leader known for driving successful, measurable programs that grow customers and revenue.

Episode 316: Are You Solving the Right Problems for Your Customers? With Suraj Sampath

Today, success in B2B sales doesn't come easy and goes way beyond a simple pitch and a few cold calls. B2B sales require a more strategic and personalized approach. However, it's all about setting a strong foundation. Here's the main question: Why should you understand the problems your company solves when building an ideal customer profile and pipeline?

Episode 315: Create a Powerful Marketing Ecosystem with Ben Sturtevant

Why should you build a marketing ecosystem that aligns with the sales process to achieve measurable success and maximize automation? To help us with this today, we have Ben Sturtevant, Co-Founder and CEO of Elite360. Ben is a marketing expert passionate about helping entrepreneurs master the art of online marketing. He is also the Chief Operating Officer and Chief Marketing Officer at Elite CEOs.

Episode 314: Tackling the Buyer-Seller Dynamic Frictions with Greg Brown

The evolution of the buyer-seller journey is a never-ending story between the two sides.However, in the last 5 years, the changes have been remarkable.We wanted to find out:How are changes in buyer-seller dynamics causing friction in the sales process?

Tackling the Buyer-Seller Dynamic Frictions

Today, we're diving into these frictions with the insights of Greg Brown, Managing Partner at ValueSelling Associates, who brings over three decades of experience leading sales teams toward overcoming all these changes.

Episode 313: Gail Behun's Approach to Aligning Sales Strategy with Sales Enablement

Sales enablement has become an integral part of every successful organization. So then, we asked ourselves: How can you effectively integrate sales enablement with your sales strategy to drive measurable impact and results for your overall organization? To help us with this today, we have Gail Behun, Director of Revenue Enablement at LivePerson.

Episode 312: Find Your Ideal Customer Profile with Eric Holmen

Many startups get their Ideal Customer Profile (ICP) wrong. The results? Low-quality leads, decreasing revenues, and unhappy customers. It's time to fix that. How can you identify your ICP to achieve higher win rates, lower cost of acquisition, and better customer retention

Selling to the C-Suite: Gaining Access

Gaining executive access is full of twists and turns in the form of internal and external obstacles that can hinder your success. In this piece, I’ll focus on how to overcome them, but first, let’s look at what you stand to gain.

Episode 311: The Seven Deadly Sins of Sales Training with PJ Nisbet

Sales training plays a key role in the success of any business. It equips sales professionals with the necessary skills and knowledge to effectively engage with customers and close deals. If you're one of them, you've probably gone through sales training programs that start strong, but within weeks or months, they often lose momentum and fail to produce measurable results. Therefore, we were wondering: Why do some sales training initiatives programs fail while others deliver amazing results?

Episode 310: Modernizing Hiring Criteria for Next-Gen Leaders

It used to be so easy to hire a professional with hundreds of CVs flooding your inbox. But the game has changed, and to become the best, you need the best. Technology has changed the rules, and that's where the problem lies. Well then, we have a big question:

Episode 309: The Evolution of DevOps and Its Next Frontier with Matthew Volm

How Does RevOps Bring Together and Elevate Every Business Aspect? RevOps is the vital element that seamlessly integrates and supports every stage of a company's revenue-generating processes, from marketing and sales to post-sales and customer support.

Episode 307: How to Build a World-Class Enablement Function with Kelly Lewis

How can you build and run a world-class enablement function, and what might be the best practices in making the most of your enablement investment? To help us with this incredible topic today, we have Kelly Lewis, VP of Revenue Enablement at Highspot.

Episode 306: Unleash Your Rep Superpowers with Steve Waters

How can you find your rep superpowers? What is the difference between coaching forward and call reviews? What data-driven go-to-market strategies allow you to really measure rep productivity?

How to Unleash Your Rep Superpowers

When it comes to refining sales tactics, what advantages does coaching forward have over traditional call reviews? And how can leveraging data-driven strategies not only measure but significantly enhance rep performance?

How to Overcome the Sales Effectiveness Blockade

Sales effectiveness is a journey that often feels like trying to find your way through a dense forest without a compass.The path to sales excellence is filled with potential pitfalls and roadblocks that can derail even the best in the game.

Episode 302: Inspiring Action Through Storytelling with Karen Eber

Storytelling is an incredibly effective way to inform, influence, and inspire others in both personal and professional settings. So, how can you become a great storyteller by learning the science behind it?

Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight

When you think of sales you're probably thinking of a used car salesman, insincere, overly friendly, wearing flashy, outdated suits, making grandiose promises about how good the car is. Well, you're not alone. How can we overcome the image of the stereotypical sales professional and still achieve success today?

Episode 296: Personalization and Authenticity in Sales Communication with George Storm

In recent years, there has been a noticeable decline in attention spans, which poses a challenge for sales professionals aiming to achieve and sustain optimal sales performance. So we were wondering… What are the sales communication strategies that adapt to different generations for achieving optimal sales performance?

Episode 295: Dealing with Burnout as a Top Performer with Stephen Hardy

Feeling drained after a long day? Totally normal. But when that fatigue morphs into chronic exhaustion, constant overthinking, a downward spiral of negativity, and a narrow, tunnel-visioned outlook, burnout might be creeping in.

From Sales Planning to Profit

Think of sales as a strategic battlefield.Your job is to figure out where to deploy your resources to maximize returns.

Refining High-Performing Leaders and Teams

You're not just part of the race; you're leading it. Every day, you scale new professional heights and feel like a true champion in the business game.

How to Give Your Marketing Messaging Needs a Makeover for Rocketing Engagement

There is an undeniable buzz around the need to grow sales pipelines because, well, they are essential. However, they’re just one piece of the puzzle. We live in an era where businesses must evolve fast and stand out from the competition.

Episode 294: What Does 'Good' Look Like in Sales? With Kate Lewis

Sales performance directly impacts a company's revenue and success. To achieve and maintain optimal sales performance, it is essential to invest in competency training and regularly measure sales performance.

When a Sales Qualification Tool Isn't Enough

What would you say if I told you Formula 1 drivers train by driving down the track, looking exclusively in the rear-view mirror? Or what if I told you the most successful NFL football teams spend 90% of their practice sessions reviewing old game tapes?

Episode 293: Tailoring Sales Training for a Multicultural Marketplace with Leon Morris

Companies operating in today's globalized business world must have a diverse customer base belonging to various age groups, generations, and cultures. This makes it crucial for businesses to adapt their sales training strategies accordingly to better connect with their customers and boost their sales.

Five Strategies to Close Business this Quarter

As we look to the end of Q4, external factors continue to play havoc with our ability to win new business – and yet, there are reasons to be hopeful.

Your Playbook to Closing Crucial Deals in Q4

Let’s help you put a plan in place for year-end success. One that focuses on elements that every salesperson can control.

Refining High-Performing Leaders and Teams with Matt Phillips

we are joined by Matt Phillips, a High-Performance Sales Leadership Coach and Mental Toughness Expert at Matt Phillips Leadership Coaching. Matt is a former professional baseball player in Austria's Bundesliga (first league) and a Division-1 college baseball player in the United States. He also has an extensive background in operations, accounting, and business development, having worked and consulted for multiple Fortune 500 companies worldwide.

From Sales Planning to Profit with Dana Therrien

Sales planning - a daily discussion topic for every CRO and sales expert. Only a handful of organizations are really able to drive their sales numbers, while others feel like getting stuck.

How AI is Flipping the Sales Game Upside Down with Nelson Veiga

AI has emerged as a game-changer in various industries, and sales is no exception.With its ability to analyze vast amounts of data, automate repetitive tasks, and provide valuable insights, AI has the potential to revolutionize the sales process.

The Secret to AI is the Key to Better Sales Calls

When it comes to generative AI, we’ve all learned that a generic prompt renders a generic result – and the same holds true for your sales calls.

Creating Phenomenal Value Propositions to Close Sales

It’s no secret that successful B2B companies are more focused on customers and how to provide tangible ROI. What’s surprising is that many companies fail to harness one of the most powerful tools to ensure customer acquisition—their value proposition.

How to Quantify Value in Sales and Close More Deals

Quantifying value is a vital step in the sales cycle. It proves that salespeople have a developed understanding of a prospect’s business issues and the impact of the proposed solutions — critical ingredients to building buyer confidence and helping prospects justify the purchase. Let’s look at a four-step formula for how to quantify value in sales.

Cracking the CRO Code: How Chief Revenue Officers Redefine Business Success with Warren Zenna

Pursuing greater revenue is a universal goal, correct?Absolutely. In the competitive arena of today’s business world, one crucial element contributing to corporate success, driving revenue, and ensuring sustained customer satisfaction is the seamless integration of sales, marketing, and customer success teams.

Handling Objections and Negotiating on Value, Not Price

When it comes to objection handling and sales negotiations, there’s much overlap and important moments of nuance. We’ll start by covering the types of objections you may face, along with a proven process for overcoming them. Then, we’ll dive into dependable tactics for negotiating a win-win with your most demanding buyers.

How to Use Sales Qualification Frameworks to Maximize Selling Time

Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along a tidal river whose shores I walk most evenings.
Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along a tidal river whose shores I walk most evenings.

How to Use Sales Qualification Frameworks to Maximize Selling Time

Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along a tidal river whose shores I walk most evenings.

Unleashing the Power of Value Selling with Julie Thomas

In today’s bustling business world, making a mark in the market and boosting revenue is perpetually challenging.With so many things trying to grab people’s attention, consumers are growing more selective about where they invest their money.

Building a High-Powered Go-to-Market Engine with Tom George

In today’s cutthroat business landscape, companies need to have a well-coordinated and efficient go-to-market strategy. This includes everything from making the product to marketing it.

The Proven Playbook for Strategic Account Planning and Expansion

On the surface, strategic account planning seems simple. You have access. You have the relationships. And the customer has a vested interest in meeting with you to ensure they receive the value they expect – what could go wrong?
On the surface, strategic account planning seems simple. You have access. You have the relationships. And the customer has a vested interest in meeting with you to ensure they receive the value they expect – what could go wrong?

The Proven Playbook for Strategic Account Planning and Expansion

On the surface, strategic account planning seems simple. You have access. You have the relationships. And the customer has a vested interest in meeting with you to ensure they receive the value they expect – what could go wrong?

Sales Enablement: The Unsung Hero of Your Revenue Performance with Stephanie Benavidez

When it comes to sales enablement, many sales leaders expect immediate and exceptional results. However, this is not a realistic expectation.Effective sales enablement requires consistency, patience, and time. By improving just 1% each day, we can see a significant impact over time.

Strategies for Selling to the C-suite

When you’re sick, what do you do? Google your symptoms, right? Instantly, you’re presented with a slew of information: A headache is most likely a headache – though it could be hay fever, a sinus infection, the flu or even the prelude to a rare neurological condition.
When you’re sick, what do you do? Google your symptoms, right? Instantly, you’re presented with a slew of information: A headache is most likely a headache – though it could be hay fever, a sinus infection, the flu or even the prelude to a rare neurological condition.

Strategies for Selling to the C-suite

When you’re sick, what do you do? Google your symptoms, right? Instantly, you’re presented with a slew of information: A headache is most likely a headache – though it could be hay fever, a sinus infection, the flu or even the prelude to a rare neurological condition.

Building Authentic Connections in B2B Sales with Drew Sechrist

Building strong relationships with customers is crucial for long-term success. Gone are the days when salespeople could solely rely on product knowledge and persuasive tactics to seal deals.

Unlocking Your Revenue Operations Potential in a Data-Driven Era with Jeremey Donovan

In the dynamic landscape of modern business, embracing data-driven practices has become paramount for companies aiming to thrive in their revenue operations. The significance of such practices derives from their ability to offer invaluable insights into customer behavior, market trends, and other crucial factors that foster business growth and success.

Creating a Positive Company Culture with Dane Espegard

– Subscribe to the Podcast or Write a Review: –‍Stitcher – Google Podcasts – TuneIn – Apple PodcastsCreating a positive company culture is crucial to supporting employee goals and dreams. Employees who feel valued and supported are likely to be engaged, productive, and committed to their [...]

Buyer-Centric Selling Explained: Six Best Practices

Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location. In any major Las Vegas casino, you’re confronted with the strange dichotomy of human emotion and technology. The gambling experience is rooted in powerful human emotions – while the [...]
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The indispensable guide to forging human-to-human connections, having better business conversations and building buyer confidence – the crucial ingredients to closing sales despite unrelenting uncertainty.
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