Tricia Raphaelian has more than 25 years of experience in direct sales, sales management, marketing and communications. The majority of her sales career was gained at Gartner Inc., where she was a consistent top producer prior to managing the Western U.S. sales organization. After a brief hiatus, she returned to Gartner to build a world class sales training organization in the West by developing and delivering skills curriculum for new as well as tenured sales executives and sales management. The foundation of this curriculum was ValueSelling, and the results were impressive — revenue increased 40 percent, the average deal size increased 30 percent, and the average sales cycle was reduced 20 percent – all over the course of six months.
Tricia also has an extensive background in agency/corporate marketing and public relations. She has been affiliated with the agencies The Benjamin Group (purchased by Interpublic Group), Cunningham Communications and The Hoffman Agency, where her client portfolio comprised several start-ups as well as Fortune 500 companies such as Motorola. This experience has molded Tricia’s ﬁrm belief that to reap the most compelling results from sales organizations, it is imperative that sales and marketing work together to build messages and questioning techniques that create demand for their products’/services’ differentiation and associated value.
As one of ValueSelling’s ﬁrst students, Tricia is a veteran of the ValueSelling process. Her years of anecdotal experience, coupled with her unique approach to rolling out and institutionalizing the ValueSelling process to achieve high impact results, makes her a frequently requested speaker, facilitator and consultant. She has guided ValueSelling implementations at many companies including ARC, Avocent Inc., Bacon’s Information Inc. (now Cision Inc), Dell Computer Corp., Gartner Inc., META Group Inc., Monster Inc., Scient, Toshiba America Information Systems Inc., Vaisala and Weber Shandwick. She holds a bachelor’s degree from Loyola Marymount University in Los Angeles.