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  • Thumb Selfassess Featuredimage

    Can you self-assess your own performance?

    The key to taking ownership of your own sales skills and process development Let’s face it, the 21st Century sales professional needs every competitive advantage they can get. Unfortunately, one of the most valuable tools is often one of the most overlooked: Self-assessment. Aren’t you …

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    Posted on August 31, 2015 in Blog, Newsletter by Marissa Lew
  • Thumb Plan Featuredimage

    Who’s in control of your plan?

    Downsizing, budget cuts, and facility closures are often the result of poor economic conditions and are the realities facing organizations that need to lower costs to maintain profitability. It’s no wonder that companies are cautious about new purchases. Client caution may translate to new demands …

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    Posted on August 5, 2015 in Blog, Newsletter by Marissa Lew
  • Thumb Bestofbest Featuredimage

    The best of the best

    Traits of top performing sales professionals “I love people” and “I could sell ice to an Eskimo!” These are two comments I often hear when interviewing sales professionals. It is always an interesting conversation when discussing what traits make up a great sales person. Over …

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    Posted on July 8, 2015 in Blog, Newsletter by Marissa Lew
  • Thumb Triangulation Featuredimage

    Triangulate to minimize the “no-decision” risk

    When a power outage occurs, entire infrastructure systems can be knocked offline. Communication and businesses grind to a halt and the inconveniences are endless! As great as the consequences are, it is often one small error that sets a cascade of power outages in motion …

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    Posted on June 2, 2015 in Blog, Newsletter by Marissa Lew
  • Thumb Handshake Featuredimage

    Make it about them, not you

    Can you connect in 30 seconds or less? It is increasingly difficult to get someone’s attention; we are all competing with the 21st Century workspace environment, a cacophony of tweets, emails, likes, meeting requests… a million voices all trying to sell something or tell them …

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    Posted on May 12, 2015 in Blog, Newsletter by Marissa Lew
  • Thumb Whensell Featuredimage

    Avoiding the “blah blah blah” presentation

    Here at ValueSelling Associates, we spend a lot of time coaching sales reps to listen and ask questions. The other day, one sales rep asked, “When should I make my pitch? When is the right time for me to educate them on what we have …

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    Posted on April 7, 2015 in Blog, Newsletter by Marissa Lew
  • How much does it cost?

    How to avoid the “P” word

    That’s right, the word that strikes the most terror into our hearts is “Price.” The dreaded “P” word is almost inevitably going to come up sooner or later. Just like you, your client doesn’t want to pay more than absolutely necessary for any product or …

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    Posted on March 3, 2015 in Blog, Newsletter by ValueSelling
  • Thumb Successteam Featuredimage

    A successful sales team recipe

    As sales leaders, we all know that assembling a skilled, productive sales team is essential to our ultimate success. We also know that this can be easier said than done. Many experts consider the key to building a successful team is a balance between art …

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    • Chris Carlson - Great advice! I would add that 75% of building a successful sales team starts with selecting the right talent. As an example, the University of Alabama is perennially ranked in the top 5 and has one of the largest recruiting budgets in D1 football. To that end, building a list of new hire requirements is good advice and a good beginning. Focus that list down to the skills required to perform the hardest part of the job. The goal should be to find talent that possess those strengths. In sum, hire for strengths, not a lack of weaknesses.
    Posted on January 28, 2015 in Blog, Newsletter by ValueSelling Associate
  • Thumb Noclose Featuredimage

    3 reasons deals won’t close

    Why do some prospects come so close to signing a deal with you only to put off the decision longer? Or worse, back out of the deal altogether? During this critical time in our sales cycle, it’s important to understand the true motivations underlying your …

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    Posted on November 30, 2014 in Blog, Newsletter by ValueSelling
  • Thumb Anxiety Featuredimage

    When anxiety is a good thing

    Ever wonder why some buyers effortlessly make decisions to move forward, while others never engage or take action? When momentum with your prospect stalls, it could be time to shake things up. We need a fresh approach to turn cautious prospects into  active clients. Consider …

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    Posted on November 11, 2014 in Blog, Newsletter by ValueSelling Associate
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