What is ValueSelling?
Whether you’re an executive sales leader, sales manager, or sales rep, value-based sales training that utilizes the ValueSelling Framework® creates a common language for greater forecast accuracy, powerful deal reviews, and effective sales coaching. With value selling, you can quickly:
Accelerate Your Sales Results
Nearly three-quarters of your buyers prefer a rep-free experience (Gartner), and they’re choosing the lowest-risk solution over the ideal one (Forrester).
Realize Higher Productivity
The solution is a value-based approach to selling that enables sales professionals to put the buyer first, elevate business conversations and become trusted advisors who solve critical business issues.
Upskill Your Entire Organization
The results are greater forecast accuracy, more effective sales coaching, and transformed sales results.
The ValueSelling Framework is the Foundation for Sales Results
Tailored programs that give your revenue teams the skills to efficiently navigate each stage of the customer journey.
The ValueSelling Framework
Value Selling with the ValueSelling Framework®
The ValueSelling Framework is a simple process to manage the conversation with prospects and develop a mutual understanding regarding how you and your organization can add value to the buyer and their business. With this conversational framework, you can compete confidently on value, not price, using a time-tested, easy-to-adopt methodology with decades of proven results.
Increase Revenue
Uncover pressing business issues and position your offerings as the ideal solution to drive sustainable sales results.
Eliminate Discounting
Uncover enough business and personal value to create high-quality deals that result in premium pricing.
Grow Deal Size
Identify problems worth solving and craft organization-wide solutions that transform customer organizations and increase deal size.
Access Decision-Makers
Gain access to C-suite executives, multi-thread engagements and maintain access to the ultimate decision-maker.
Close Bigger Deals Faster
Develop a powerful business case and a mutual plan for value realization with buyers to close bigger deals faster.
Increase Forecast Accuracy
Leverage a common language, framework and toolset to objectively evaluate every deal and improve sales forecasting.
Your Top Revenue Challenges – And Proven Solutions
We get it – we’ve been there too. That’s why we’re in the business of creating tailored programs that give your revenue teams the skills to efficiently navigate each stage of the customer journey.
Filling the Funnel
Buyers are bombarded with outreach about the seller’s product – help your teams flip the script and break through the noise.
How We Solve This
Vortex Prospecting™
Vortex Prospecting is the multi-channel, strategically choreographed approach to sales prospecting that reliably fills the funnel.
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Creating Value-based Stories
Create Value-based Stories equips teams to pique buyer interest and inspire action with storytelling that drives differentiation.
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Coaching Vortex Prospecting™ for Managers
Coaching Vortex Prospecting helps leaders drive adoption of the desired sales prospecting behaviors and reliably fill the funnel.
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The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
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Leads and Improving CX
Misaligned revenue engines impact leads and erode buyer trust – differentiation and a consistent CX create customers for life.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
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ValueSelling for Marketing Pros
Value Selling for Marketing Pros aligns marketing and sales to increase top-of-funnel activity, improve CX and build brand trust.
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Competitive Differentiation
Competitive Differentiation teaches teams to create compelling messaging and value propositions that result in premium pricing.
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eValuePrompter™ RevTech Toolset
eValuePrompter™ facilitates cross-functional collaboration and increases the adoption of ValueSelling to key sales metrics.
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Qualification Tools and Forecast Accuracy
No-decision opps waste time. Maximize selling time and forecast accuracy with objective criteria for evaluating every deal.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Coaching with the ValueSelling Framework® for Managers
Coaching Vortex Prospecting™ for Managers develops prospecting/qualifying skills and reinforces consistent execution across teams.
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eValuePrompter™ RevTech Toolset
eValuePrompter™ facilitates cross-functional collaboration and increases the adoption of ValueSelling to key sales metrics.
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Strategic Account Planning
Expansion sales and account planning fall prey to inefficient resource allocation. Break the cycle with a proven playbook.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
ValueSelling Account Planning
ValueSelling Account Planning maximizes selling efficiency by identifying high-potential opportunities and growing existing business.
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ValueSelling Account Planning (VSAP) RevTech Toolset
The VSAP toolset empowers revenue teams with enhanced account intel to identify expansion opportunities and develop strategic plans.
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Super-charged Research to Fuel Account Strategy
Super-charged Research to Fuel Account Strategy focuses research on the most impactful elements and streamlines workflows.
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Segmented Revenue Tech
Most tech stacks frustrate sellers. The right tech reinforces buyer-centric behaviors and integrates with your tools/workflows.
How We Solve This
eValuePrompter™ RevTech Toolset
eValuePrompter™ facilitates cross-functional collaboration and increases the adoption of ValueSelling to key sales metrics.
Learn More
ValueSelling Account Planning (VSAP) RevTech Toolset
The VSAP toolset empowers revenue teams with enhanced account intel to identify expansion opportunities and develop strategic plans.
Learn More
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Sales Coaching and Employee Retention
Frontline managers have an incredibly challenging job. Give them the tools to drive adoption and coach effectively.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Coaching with the ValueSelling Framework® for Managers
Coaching the ValueSelling Framework® for Managers equips leaders to coach around ValueSelling behaviors and ensure training ROI.
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Coach vs. Manager: Understanding Leadership
Coach vs. Manager: Understanding Leadership enables your managers to purposefully develop sales teams through targeted coaching.
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Coaching Vortex Prospecting™ for Managers
Coaching Vortex Prospecting™ for Managers develops prospecting/qualifying skills and reinforces consistent execution across teams.
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Train-the-Trainer Certification
Train-the-Trainer is a rigorous certification process that equips your in-house trainers to deliver the ValueSelling Framework®.
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Training Reinforcement
Knowledge can quickly disappear post-training. Maximize ROI with proven programs and tools that drive adoption on day one.
How We Solve This
ValueSelling@Work™
ValueSelling@Work™ microlearning helps your salesforce build skills, reinforce habits and achieve results immediately.
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Vortex@Work™
Vortex@Work™ microlearning reinforces crucial sales prospecting habits to prime the revenue engine and reliably fill the funnel.
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eValuePrompter™ RevTech Toolset
eValuePrompter™ facilitates cross-functional collaboration and increases the adoption of ValueSelling to key sales metrics.
Learn More
ValueSelling Account Planning (VSAP) RevTech Toolset
The VSAP toolset empowers revenue teams with enhanced account intel to identify expansion opportunities and develop strategic plans.
Learn More
Selling to the C-suite
Your sellers don’t have to be executives’ peers to be trusted advisors – time to realize shorter sales cycles and larger deals.
How We Solve This
Executive Speak™
Executive Speak™ builds business acumen and financial literacy to boost seller confidence and enable them to sell to the C-suite.
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Executing the C-Suite Conversation
Executing the C-suite Conversation enables sellers to have impactful business conversations about business drives, issues and goals.
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Selling in Turbulent Times
Selling in Turbulent Times adjusts sales techniques to fit economic conditions, maximize opportunities and reduce stalled sales.
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The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Better Business Conversations
Interest ≠ true buying intent. Help your teams identify problems worth solving and instill confidence in buying decisions.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Uncovering, Articulating and Quantifying Value
Uncovering, Articulating and Quantifying Value teaches customer-facing teams to discover and quantify value that motivates urgency.
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Creating Value-based Stories
Create Value-based Stories equips teams to pique buyer interest and inspire action with storytelling that drives differentiation.
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Selling on Value, Not Price
Discounts and ROI don’t close deals. Connect ROI to business issues and maintain price integrity with a proven framework.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX.
Learn More
Negotiating with the ValueSelling Framework®
Negotiating with the ValueSelling Framework® equips sellers to negotiate without compromising rapport and avoid discounting.
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Persuasive Presentations
Persuasive Presentations enables teams to create compelling presentations tailored to prospects' business issues and goals.
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Renewal Sales
You know your customers are your greatest strength – prove it with a consistent CX that gives them a reason to stay.
How We Solve This
The ValueSelling Framework®
The ValueSelling Framework® aligns your revenue engine, enabling all customer-facing roles to compete on value and improve your CX. ectetur adipiscing elit. Suspendisse varius enim in eros.
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eValuePrompter® RevTech Toolset
eValuePrompter® facilitates cross-functional collaboration and increases the adoption of ValueSelling to key sales metrics.
Learn More
ValueSelling Account Planning (VSAP) RevTech Toolset
The VSAP toolset empowers revenue teams with enhanced account intel to identify expansion opportunities and develop strategic plans.
Learn More
Foundations of the ValueSelling Framework
We partner with clients to create continuous learning programs that drive adoption and lasting behavioral change.
These participant-centered programs are built on eLearning, instructor-led training (face-to-face and/or virtual), monthly reinforcement and coaching.
We tailor everything to your industry, products, sales cycle and unique challenges to keep sellers engaged with real-world examples and scenarios.
We tailor everything to your industry, products, sales cycle and unique challenges to keep sellers engaged with real-world examples and scenarios.
Meet the ValueSelling Framework
ValueSelling for
Marketing Pros
ValueSelling
Vortex Prospecting™
Process Optimization
CRM Integrations
Skills Workshops
ValueSelling
Framework®
Coaching for Managers
Negotiating with the
ValueSelling Framework®
Selling to the C-Suite
ValueSelling
Account Planning
Engage
Qualify
Advance
Close
ValueSelling Clients Driving Results
Justworks needed a sales methodology that would enable them to amplify the voice of the customer and create a structured and repeatable sales process for their complex products.
Perceptyx needed a sales methodology that enabled them to scale their business through a consistent focus on the value they bring to customers.
