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Webinars

  • Thumb Expert Featuredimage

    The business of knowing your customer’s business – The key to selling value

    As sales professionals in today’s competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company’s products and services, we need to also have business acumen and knowledge to be credible and relevant. Today’s sales professional must be perceived as a business professional. Industry knowledge and business acumen are no longer optional to deliver world class sales performance and add value to your prospect’s business.

     

    ENROLL NOW AMERICAS | May 13, 2014 9:00 AM PDT
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    Posted on March 11, 2014 in Upcoming Webinar by ValueSelling
  • Thumb Closinggap Featuredimage

    Closing the gap: Your sales process and their buying process

    Most of the companies I meet with today talk about the change in selling.  When I ask them what they have noticed the most prevalent factor is how the buyer’s approach has changed and developed.  They are better informed and their expectations of sales professionals have changed.   Often, the sales person is engaged only after the buying process has begun, rather than being involved throughout the process.  Therefore, the sales person must have a complete understanding of the entire process – that which has begun without the sales professional and that which must still be completed to result in a purchase decision.  The sales person who has the ability to assess and understand the prospect’s process will have a much greater chance of synchronising their selling process to the prospect’s and improving the likelihood of a successful sale.

    ENROLL NOW AUSTRALIA | May 7, 2014 9:00 AM AEST
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    Posted on December 19, 2013 in Upcoming Webinar by ValueSelling
  • Thumb Closinggap Featuredimage

    Closing the gap: Your sales process and their buying process

    There are many challenges facing sales professionals today.  One of the largest is the fact that the buyer has changed.  They are better informed and their expectations of sales professionals have changed.   Often, the sales person is engaged only after the buying process has begun, rather than being involved throughout the process.  Therefore, the sales person must have a complete understanding of the entire process – that which has begun without the sales professional and that which must still be completed to result in a purchase decision.  The sales person who has the ability to assess and understand the prospect’s process will have a much greater chance of synchronizing their selling process to the prospect’s and improving the likelihood of a successful sale.

    VIEW NOW DOWNLOAD SLIDES April 2014
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    Posted on April 3, 2014 in Webinar by ValueSelling
  • Thumb Formula Featuredimage

    Qualifying prospects: A formula to success

    Research tells us that sales professionals who effectively qualify opportunities are more successful than those who don’t.  In an era where increasing pressure exists to deliver higher levels of performance, sales professionals are often challenged to effectively qualify and re-qualify the opportunities they are chasing. Every opportunity is unique; utilizing a consistent qualification process and criteria is critical for success in today’s business environment.

    VIEW NOW DOWNLOAD SLIDES March 2014
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    Posted on March 11, 2014 in Webinar by ValueSelling
  • Thumb Worthyofinterest Featuredimage

    Why should anyone listen to you?

    Improve prospecting with a Credibility Introduction.

    Sales and marketing teams are “customer factories” for organizations. Their combined efforts need to open doors to new customers as quickly as possible. The rapid pace of today’s business, and the overwhelming demands placed on key decision makers make it extremely difficult to gain access and capture their attention. It takes structure and discipline in the form of a Credibility Introduction, a signature ValueSelling best practice.

    VIEW NOW DOWNLOAD SLIDES February 2014
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    Posted on February 6, 2014 in Webinar by ValueSelling
  • Thumb Territory Featuredimage

    Territory management: Kick-start your year

    Imagine starting on a journey through an unknown forest without the advantage of having a map, yet being responsible for navigating the forest to the other side as quickly and effectively as possible. Now apply that process to cultivating and managing your sales territory. During this one-hour complimentary webinar, Julie Thomas, President and CEO of ValueSelling Associates, will address the challenges of territory management, tips, techniques and processes on how to identify developing new prospects, prioritizing your time and gaining access to prospects to increase your territory results.

    VIEW NOW DOWNLOAD SLIDES January 2014
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    Posted on January 9, 2014 in Webinar by ValueSelling
  • Thumb Yearendpush Shadowless

    Getting ready for the year-end push

    Are you prepared and on track? The selling year is almost over and the end of the year push is on!
    It’s a crazy time of the year for sales people and business. As the calendar year ends, the holidays also create havoc on timing and scheduling. Now more than ever, it’s important to stay focused. Do you have enough prospects in your pipeline to produce the sales needed to meet your year-end goals? Do you have a valid strategy for each opportunity?

    VIEW NOW DOWNLOAD SLIDES November 2013
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    Posted on November 25, 2013 in Webinar by ValueSelling
  • Img Opportunities

    Customer retention: Renewal best practices

    Did you know that the time you spend on customer retention could be your most profitable activity? We all know that the cost of keeping a client is less than the cost of bringing in a new client. Even though we know this is true do we manage ourselves to make sure our growth potential and margins are protected?

     

    VIEW NOW DOWNLOAD SLIDES October 2013
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    Posted on October 4, 2013 in Webinar by ValueSelling
  • Thumb Listen Shadowless

    Effective Listening

    Do you have the skills to effectively manage the sales conversation?  Effective listening skills are critical for sales professionals yet are often overlooked.

    Good communication is a two way street. Without effective listening skills the ability to communicate and understand the communication will be diminished. In addition to being experts in their products and customers’ businesses, the best sales executives possess excellent interpersonal skills that build trust, credibility, likeability, and accountability. Listening is a key pillar to build those positive and lasting relationships.

    During this complimentary one hour web seminar, learn tactics that you can use to build the best possible relationships.

    VIEW NOW DOWNLOAD SLIDES September 2013
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    Posted on September 5, 2013 in Webinar by ValueSelling
  • Thumb Objections Shadowless

    Handling objections

    Most sales executives, who have stalled deals, wonder what closing skills they may need or tactics to close a deal sooner. A closed deal is the natural outcome of a well executed sales strategy. If you have done all the upfront work to differentiate and establish value, the customer will be moving forward with your solution. So why doesn’t every deal close in the time frame you would like?

    VIEW NOW DOWNLOAD SLIDES August 2013
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    Posted on August 13, 2013 in Webinar by ValueSelling
  • IStock 000002773172 Small

    Filling your pipeline: Finding & qualifying prospects

    Increasing pressure to deliver higher levels of performance and productivity has sales organizations searching for new ideas on how to grow sales. Finding new business and new prospects is often very difficult for sales executives.  Who do you contact, how do you gain access, and how do I engage in sales are questions that are asked by many sales professionals.

    VIEW NOW DOWNLOAD SLIDES July 2013
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    Posted on July 25, 2013 in Webinar by ValueSelling
  • Img Nurture

    Customers for Life: How to build and grow productive business relationships

    Great salespeople are more than experts in their products or their customers’ businesses, they’re expert relationship builders. In fact, behind every successful sale is a successful relationship between salesperson and customer. Whether it is on the phone, across the desk, electronically or through the mail, your ability to create relationships is essential. People buy from people, and nothing will create a more solid foundation for the sale than a positive, productive relationship between you and your customer.

    VIEW NOW DOWNLOAD SLIDES June 2013
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    Posted on June 13, 2013 in Webinar by ValueSelling
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