Value Selling: Cracking the Code: Beyond ROI
What’s the biggest misconception about value selling? A good business case is the only thing needed to win the business
Getting to Yes: Finish the Quarter and Year Strong
As this unprecedented year comes to an end, we are all experiencing the mad scramble to close sales. While we may be able to get deals in the door, there can be plenty of obstacles that keep us from getting a firm “Yes" fro...
From Conversations to Conversions: the Art of Asking Questions
We’re bombarded by messages daily, so it’s important to remember that delivering your message is not the most important skill to master in sales. Pitching is dead
Get In The Door and Sell Higher
With countries and commerce opening up, most of us are looking to the second half of the year with renewed energy and high hopes. There are always new opportunities to pursue and new accounts to approach
The Keys to Building Trust and Demonstrating Empathy
Trust and empathy are the ideal way to start meaningful conversations. But how do you engage busy executives who are predisposed to do nothing… especially at this point in time
B2B Selling In Turbulent Times – How To Handle The Rough Seas Ahead
The economy is going to be a hot issue in 2020 and we all have to navigate through financially tough times. Nobody has real experience or expertise in this new normal that has emerged
Virtual Communication – A Primer On Critical Skill Set
Communication has always been key however, given the current situation with COVID-19 and the requirement to work from home, mastering virtual communication is critical for sales professionals. As web conferencing and video in...
Creating a Sales Cadence for Top-of-Funnel Growth
Today’s buyer is barraged by messages and requests for meetings.It is a busy and crowded marketplace, making it increasingly difficult for sales reps to get the buyer’s attention and start a first conversation
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
More and more companies are recognizing the key role coaching plays in individual, team and organizational effectiveness. And nowhere, perhaps, does coaching play a bigger role than in sales
Your Checklist for Closing Opportunities this Quarter
In this complimentary one-hour webinar as Marilyn Janas, Managing Partner at ValueSelling Associates, shares a checklist that will help you turn those challenges into opportunities that close—with time to spare in the quart...