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  • Thumb Timemgmtcrazy Featuredimage

    Time Management: How to make the most of a crazy day

    As a professional, our time is our scarcest, most precious resource. For those of us who manage our time and energy well, we will have more of both. Yet for those of us who manage time poorly, we will find ourselves struggling to get things done. Have you ever wondered why some people can get an incredible amount done in a short period of time, while others struggle to complete a single task?

    In this complimentary one-hour web seminar, Julie Thomas, President and CEO of ValueSelling Associates, will provide tips and techniques to improve your time management skills and your overall effectiveness.

    You will learn:
    -Six key principles underlying effective time management
    -How to ensure that your activities are consistent with your goals
    -How to be proactive rather than reactive with your time

    ENROLL NOW
    September 9, 2014 10:00 AM PDT 

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    Posted on August 20, 2014 in Blog, Upcoming Webinar by VSA
  • Unnamed

    Create More Selling Time: 6 Time Management Tips for Sales Professionals

    As a professional, our time is our scarcest, most precious resource. For sales people it is one of the few resources we can control.   Some sales people struggle to use their time effectively.  It is easy to get waylaid with unproductive tasks, allowing non-selling activities into our diaries and then find we struggle to get our important selling activities actioned.  Have you ever wondered why some people can get an incredible amount done in a short period of time?      

    In this one-hour complimentary webinar, Lisa Mah-Chut, APAC Managing Partner of ValueSelling Associates, will provide tips, techniques and insights around how you can squeeze more selling into your days.

    What you’ll learn:
    * Six key principles underlying effective time management for sales professionals
    * How to ensure that your activities are consistent with your goals
    * How to be proactive, rather than reactive, with your time

    ENROLL NOW
    September 9, 2014 10:00 AM PDT 

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    Posted on August 19, 2014 in Blog, Upcoming Webinar by VSA
  • Valaccmgttool

    5 tips for maximising your impact in the C-suite

    Securing meetings with senior executives takes time and effort.  Once you have a high level appointment how will you prepare for and manage the executive conversation to ensure you and they get value from your time together.  You may have only one chance to establish your credibility and earn the right to continue the conversation.  How will you frame and direct the conversation to encourage them to share their critical business priorities with you?  How will you start creating connections between their initiatives and how partnering with you will help them deliver on those?

    ENROLL NOW
    AUSTRALIA | August 27, 2014 9:00 AM AEST

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    Posted on August 21, 2014 in Blog, Webinar by ValueSelling
  • Thumb Predictclose Featuredimage

    Take control of when they’ll buy

    Forecast accuracy is demanded of sales executives and sales leaders in all businesses.  It is often an indication of the knowledge and skills of the sales professional.  Yet forecast accuracy – correctly predicting others’ future behavior – is by definition problematic.  A solid sales process and proactive pipeline management are critical to building credibility in your forecast and delivering on anticipated revenue month in and month out.

    VIEW ON SLIDESHARE   VIEW ON YOUTUBE   August 2014

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    Posted on June 24, 2014 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?

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    June 2014

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    Posted on June 12, 2014 in Webinar by ValueSelling
  • 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.

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    May 2014

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    Posted on May 13, 2014 in 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.

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    April 2014

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    Posted on May 12, 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.

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    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.

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    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.

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    January 2014

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    Posted on January 9, 2014 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?

     

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    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.

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    September 2013

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    Posted on September 5, 2013 in Webinar by ValueSelling
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