POWER UP FOR YOUR BEST YEAR YET!
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 is huge as we make sure revenue is delivered by New Year's Eve. Now that we've hit December, it's important to not let that intensity wind down. Instead, power up to make 2018 a year where you break your own sales records. The key to sustaining high energy to reach or surpass goals is to master two skills: staying relevant with current and...

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VALUESELLING’S LORIN YEATER WINS STEVIE® AWARD FOR EXECUTIVE SPEAK™ PROGRAM

Unique eLearning Program Named One of the Best New Business Products of the Year   Rancho Santa Fe, CA, November 21, 2017 – ValueSelling Associates’ Vice President of Learning & Product Development, Lorin Yeater, won a Bronze Stevie® Award for Best New Product or Service of the Year for creating the company’s Executive Speak™ program. She received the award on November 17 during the 14th Annual Women in Business awards ceremony held at the Marriott Marquis Hotel in...

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4 STRATEGIES FOR GETTING IN THE DOOR

Most of us look to the new year with renewed energy and high hopes. There are new opportunities to pursue and new accounts to approach. But, how do you start if you can’t get the first appointment?

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THE ART OF ASKING INSIGHTFUL QUESTIONS
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 it—your shot to create an opportunity. Now what? What are you going to talk about? What do you want to accomplish? How do you prepare? The objective of an initial sales call is to focus on the prospect’s business—not your product or solution. The first meeting will have specific outcomes, such as: To establish credibility...

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GETTING TO YES: WHEN NO MEANS NOT YET

Instead of feeling dread, sales executives can welcome objections and actually look forward to the next “no.” In many cases, an objection means the prospect is missing information needed to complete the buying process. Get tips on how to be prepared to address objections on a positive note and change your perspective on this stage of the sales process. Learn how to root out all of your buyer’s concerns in totality rather than bit by bit.

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VALUESELLING ASSOCIATES OFFERS VORTEX PROSPECTING™ PUBLIC WORKSHOP IN DENVER

Unprecedented Local Opportunity to Scale-up Prospecting Efforts for Long-term Success Rancho Santa Fe, CA, October 11, 2017 – Today, it’s harder and harder to engage with buyers, who are inundated with messages, information and reps. In this competitive selling environment, how does a company fill the sales funnel? To help sales reps scale-up their prospecting and land more meetings, ValueSelling Associates Inc. offers its two-day Vortex Prospecting™ workshop to the public...

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VALUESELLING ASSOCIATES ADVANCES SALES CONVERSATIONS WITH VORTEX PROSPECTING™

Unique Approach Helps Sales Teams Scale Up Prospecting Efforts for Long-term Success Rancho Santa Fe, CA, October 11, 2017 – Today, it’s harder and harder to engage with buyers, who are inundated with messages, information, and reps. In this competitive selling environment, how does a company fill the sales funnel? To help sales reps land more meetings, ValueSelling Associates Inc. introduces Vortex Prospecting™, a new program with proven ways for sales teams to scale...

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VORTEX PROSPECTING™ PUBLIC WORKSHOP DENVER

“This program gave me the know-how and confidence to start effectively outbounding.”"Two thumbs up!"“By far, the best training I’ve received in myprofessional career.” Download the Vortex Prospecting™ Program Flyer FILL THE FUNNEL, ENGAGE BUYERS and GET MORE MEETINGS How do you maximize sales success when it’s harder and harder to connect with buyers and get a meeting? The answer: Vortex Prospecting™ from ValueSelling Associates. THE...

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How to Avoid the Agony of Defeat
How to Avoid the Agony of Defeat

Growing up, I remember watching the long-running TV series, “The Wide World of Sports.” The opening preamble was legendary: “Spanning the globe to bring you the constant variety of sport... the thrill of victory... and the agony of defeat... the human drama of athletic competition... This is ABC's Wide World of Sports!” The imagery—ski jumper Vinko Bogataj in an epic crash, tumbling down the mountainside—is etched in my mind forever. And just like competitive athletes, I...

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