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Summer Reading to Build Business Acumen

A sales professional I know landed one of the biggest deals of his career when he least expected it: while vacationing in Hawaii with his family....

By ValueSelling Associates, Inc. on June 29, 2018

Communication - A Tune Up On Tuning In.

"The largest misconception about communication is the illusion that it has taken place.”  George Bernard Shaw

By ValueSelling Associates, Inc. on June 04, 2018

Confirm for Deeper Discovery

Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers.” More than 2000...

By ValueSelling Associates, Inc. on May 01, 2018

5 Steps to Motivate Prospects

You’ve been working with a prospect, getting them engaged and interested in your product or service. Everything seems to be moving along. Every...

By ValueSelling Associate on April 11, 2018

Survival of the Fittest: Thriving in a Dynamic Sales World

I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the...

By ValueSelling Associate on March 15, 2018

Sales Training and Performance Olympic-Style

I love the Olympics.  The competition is fantastic and more than the competition, I love to hear the stories of the talented athletes.  The...

By ValueSelling Associate on March 06, 2018

When the Weather Outside is Frightful, Build Your Pipeline With Warm Calls

Blustery conditions are expected in Pyeongchang, South Korea for the opening ceremony of the 2018 Winter Olympics. Even so, the athletes will...

By ValueSelling Associate on February 07, 2018

On Value: Making the Case for Being Worth It

As 2017 came to an end, there were a few key purchasing decisions I was considering. The time had come for our firm to upgrade our infrastructure...

By ValueSelling Associate on January 01, 2018

Power Up for Your Best Year Yet!

For most of us working in a sales role, the end-of-year is a crazy time. We’re busy closing the quarter, and often, the fiscal year. The pressure...

By ValueSelling Associate on December 04, 2017

The Art of Asking Insightful Questions

You have the meeting.  You have been trying to schedule it for a long time.  It is with a high-level executive in a key prospect account.  This is...

By ValueSelling Associate on November 07, 2017

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