Resources
Research and eBooks
ValueSelling’s research and ebooks provide sellers and leaders with the insights they need to build high-performing teams.
Podcasts
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
GUEST: Heenle Turner, Vice President of Content and Consulting at The ALL IN Company
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How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
How to Find, Attract, and Retain Five-Star Employees with Heenle Turner
Articles
Chasing Sales Efficiency Won’t Make You More Effective
Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer. We all agree on this – at least, in principle.
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Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Voice of Value Blog
Chasing Sales Efficiency Won’t Make You More Effective
Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer. We all agree on this – at least, in principle
Read More
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Chasing Sales Efficiency Won’t Make You More Effective
Podcasts
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
GUESTS: Pablo Dominguez, Operating Partner of Sales and Customer Success at Insight Partners Matthew May, Senior Advisor at Insight Partners
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Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May
Podcasts
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
GUEST: Sheila Kloefkorn, President and CEO of KEO Marketing
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Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn
Podcasts
Building Your Next-Level B2B Podcast with Harry Morton
GUEST: Harry Morton, Founder and CEO of Lower Street
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Building Your Next-Level B2B Podcast with Harry Morton
Building Your Next-Level B2B Podcast with Harry Morton
Building Your Next-Level B2B Podcast with Harry Morton
Building Your Next-Level B2B Podcast with Harry Morton
Building Your Next-Level B2B Podcast with Harry Morton
Building Your Next-Level B2B Podcast with Harry Morton
Podcasts
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
GUEST: Mark Stouse, Chairman and Chief Executive Officer at Proof Analytics
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How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse
Podcasts
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
GUESTS: Elizabeth Patterson, Global Talent Acquisition Partner at Sapphire Karan Singh, Revenue Excellence Partner at Sapphire
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Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh
Articles
5 Keys to Closing Sales Before the End of the Year
The understatement of the year? Selling in 2022 has been difficult.As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.
Read More
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
Voice of Value Blog
5 Keys to Closing Sales Before the End of the Year
The understatement of the year? Selling in 2022 has been difficult. As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.
Read More
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
5 Keys to Closing Sales Before the End of the Year
Podcasts
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
GUEST: Mary Shea, Global Innovation Evangelist at Outreach
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How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea
Podcasts
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
GUEST: Udi Ledergor, CMO of Gong.io
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Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor
Articles
5 Ways to Negotiate a Win-Win
Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.
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Voice of Value Blog
5 Ways to Negotiate a Win-Win
Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training. We learned how to focus on the other individual, generate a feeling of safety, use their language to increase rapport, and tactics for isolating and overcoming obstacles
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Podcasts
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
GUEST: John Kazarian, Founder and CEO of Accelevents
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How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian
Podcasts
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
GUEST: Todd Abbott EVP Corporate Development at Mediafly
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The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
The Fundamental Shift From the Art to the Science of Sales with Todd Abbott
Podcasts
Transparent Sales Leadership with Todd Caponi
GUEST: Todd Caponi, speaker, trainer, podcaster, coach, and author of The Transparent Sales Leader
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Podcasts
The Three Pillars of Effective Leadership with Vanessa Judelman
GUEST: Vanessa Judelman, Author, Leadership Coach and President of Mosaic People Development
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The Three Pillars of Effective Leadership with Vanessa Judelman
The Three Pillars of Effective Leadership with Vanessa Judelman
The Three Pillars of Effective Leadership with Vanessa Judelman
The Three Pillars of Effective Leadership with Vanessa Judelman
The Three Pillars of Effective Leadership with Vanessa Judelman
The Three Pillars of Effective Leadership with Vanessa Judelman
Articles
4 Ways to Jump-Start Renewal Sales
The understatement of the year? Selling in 2022 has been difficult.As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.
Read More
Voice of Value Blog
4 Ways to Jump-Start Renewal Sales
Over the past two years, the sales profession has seen more than a few headlines that turn heads:
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Value-based Selling: The Approach that Builds Sales Results
Value-based Selling: The Approach that Builds Sales Results
Value-based Selling: The Approach that Builds Sales Results
Value-based Selling: The Approach that Builds Sales Results
Value-based Selling: The Approach that Builds Sales Results
Value-based Selling: The Approach that Builds Sales Results
Podcasts
The Role of the Chief Customer Officer with Michael Hubbard
GUEST: Michael Hubbard, Senior Vice President of Customer Success, Services and Support at Smartsheet
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The Role of the Chief Customer Officer with Michael Hubbard
The Role of the Chief Customer Officer with Michael Hubbard
The Role of the Chief Customer Officer with Michael Hubbard
The Role of the Chief Customer Officer with Michael Hubbard
The Role of the Chief Customer Officer with Michael Hubbard
The Role of the Chief Customer Officer with Michael Hubbard
Podcasts
How to Build Trust through Buyer-Obsession with Moeed Amin
GUEST: Moeed Amin, Director and Founder of Proverbial Door
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How to Build Trust through Buyer-Obsession with Moeed Amin
How to Build Trust through Buyer-Obsession with Moeed Amin
How to Build Trust through Buyer-Obsession with Moeed Amin
How to Build Trust through Buyer-Obsession with Moeed Amin
How to Build Trust through Buyer-Obsession with Moeed Amin
How to Build Trust through Buyer-Obsession with Moeed Amin
Podcasts
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
GUEST: Dale Knipp, Strategic Account Leader at Synamedia
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Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp
Articles
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives
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4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
Voice of Value Blog
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives anxiously checking emails and monitoring economic developments.
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4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
4 Ways to Advance Sales Opportunities During the Summer (or Winter) Lull
Podcasts
Creating a Brand Story with Bobby Gillespie
GUEST: Bobby Gillespie, Founder & Principal at Propr Design
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Podcasts
Building Authenticity For Purposeful ROI with Jeff Risley
GUEST: Jeff Risley, Chief Growth Officer for Saxum
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Building Authenticity For Purposeful ROI with Jeff Risley
Building Authenticity For Purposeful ROI with Jeff Risley
Building Authenticity For Purposeful ROI with Jeff Risley
Building Authenticity For Purposeful ROI with Jeff Risley
Building Authenticity For Purposeful ROI with Jeff Risley
Building Authenticity For Purposeful ROI with Jeff Risley
Podcasts
How to Maximize Your Content Marketing Returns | ValueSelling Associates
GUEST: James Scherer, VP of Growth at Codeless
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How to Maximize Your Content Marketing Returns | ValueSelling Associates
How to Maximize Your Content Marketing Returns | ValueSelling Associates
How to Maximize Your Content Marketing Returns | ValueSelling Associates
How to Maximize Your Content Marketing Returns | ValueSelling Associates
How to Maximize Your Content Marketing Returns | ValueSelling Associates
How to Maximize Your Content Marketing Returns | ValueSelling Associates
Podcasts
Remora Style Marketing & Sales w/ Chris & Matt
GUESTS: Chris Smith, Chief Revenue Officer (CRO), and Matt Richards, Chief Marketing Officer (CMO) at Aqua Security
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Articles
How Salespeople Can Ask the Right Questions During Discovery
I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead.
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How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
Voice of Value Blog
How Salespeople Can Ask the Right Questions During Discovery
I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead. The premise was that buyers hate it. They view sales discovery calls as an annoyance — a roadblock to the demos and nuanced answers they crave from vendors.
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How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
How Salespeople Can Ask the Right Questions During Discovery
Podcasts
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
GUESTS: Lisa Schnare, ValueSelling Managing Partner and Carlos Nouche, ValueSelling Associate and Visualize Vice President
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Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Lisa & Carlos Steal the Show w/ Sales Methodology Secrets
Podcasts
How Marketers Can Optimize Testing & Reap the Rewards
GUEST: Tim Parkin, President at Parkin Consulting
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How Marketers Can Optimize Testing & Reap the Rewards
How Marketers Can Optimize Testing & Reap the Rewards
How Marketers Can Optimize Testing & Reap the Rewards
How Marketers Can Optimize Testing & Reap the Rewards
How Marketers Can Optimize Testing & Reap the Rewards
How Marketers Can Optimize Testing & Reap the Rewards
Articles
How to Continually Qualify Prospects Throughout the Pipeline
I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead.
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How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
Voice of Value Blog
How to Continually Qualify Prospects Throughout the Pipeline
Accurate and reliable forecasting will transform a sales organization. When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:
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How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
How to Continually Qualify Prospects Throughout the Pipeline
Podcasts
Do You Have a Competitive Edge?
GUEST: Jose Palomino, Founder and CEO of Value Prop Interactive
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Research and eBooks
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
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The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
The Behaviors and Skills Sales Leaders Care Most About — and How to Measure Them
Articles
How to Create a Multi-Channel Prospecting Cadence that Works
You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough.
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How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
Voice of Value Blog
How to Create a Multi-Channel Prospecting Cadence that Works
You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough.
Read More
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
How to Create a Multi-Channel Prospecting Cadence that Works
Podcasts
The Quick & Easy Guide to Brand Tracking
GUEST: Angeley Mullins, CMO & CGO at Latana Brand Tracking
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Podcasts
Data Nerds & MarTech: What You Really Need to Know
GUEST: Brian Walker, President at Statwax
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Data Nerds & MarTech: What You Really Need to Know
Data Nerds & MarTech: What You Really Need to Know
Data Nerds & MarTech: What You Really Need to Know
Data Nerds & MarTech: What You Really Need to Know
Data Nerds & MarTech: What You Really Need to Know
Data Nerds & MarTech: What You Really Need to Know
Articles
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.
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Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Voice of Value Blog
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Think back to the last time you shared a meal with a good friend. You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.
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Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment
Podcasts
The Secrets to Effective Hybrid Events
GUEST: Julius Solaris, VP of Marketing Strategy, Events at Hopin
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Selling Guides
Your Guide To Powerful Sales Prospecting
The Guide To Powerful Sales Prospecting is the definitive source for up-to-date sales prospecting techniques and best practices.
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Selling Guides
The Ultimate Sales Coaching Guide
There is a cause-and-effect relationship between developing your people and your sales results. Sales coaching is all about looking forward and developing your people to increase their performance, and it’s growing in importance. High-revenue growth companies invest more in coaching and get better results than lower revenue growth companies. Learn all about Sales Coaching and why it’s a must have for any organization.
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Podcasts
The Secrets to Post-Pandemic Selling
GUEST: Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of “What’s in the CARDS?”
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Selling Guides
Your Guide To Impactful Virtual Selling
This guide covers virtual selling best practices: You’ll learn how to authentically connect with decision-makers, hold a prospect’s attention, build a powerful business case for the value provided by your solution in real time, and move deals to close.
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Selling Guides
The Essential Guide to Value-based Sales Training
Research by LinkedIn revealed that while 65% of salespeople (and 72% of top performers) say they always put the buyer first, only 23% of buyers agree. That’s a serious discrepancy — what’s to blame for the mismatch? The single biggest roadblock to implementing a truly buyer-first approach: “Lack of the right skillset among existing sales talent.” The solution is obvious: Sales training that embodies the five principles of the buyer-first mindset — a value-based approach to sales training that creates customer-obsessed sellers who forge long-term relationships. Luckily, that’s what this guide is all about. In it, we’ll cover the fundamentals of value-based selling and how to build a customized sales training program, drive adoption and measure its impact.
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Articles
Three Ways to Show Up as Your Authentic Self
How do I be me virtually?Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.
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Voice of Value Blog
Three Ways to Show Up as Your Authentic Self
How do I be me virtually? Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.
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Podcasts
A Guide To Scaling Revenue: Using Data To Plug Leaks
GUEST:Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc.
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A Guide To Scaling Revenue: Using Data To Plug Leaks
A Guide To Scaling Revenue: Using Data To Plug Leaks
A Guide To Scaling Revenue: Using Data To Plug Leaks
A Guide To Scaling Revenue: Using Data To Plug Leaks
A Guide To Scaling Revenue: Using Data To Plug Leaks
A Guide To Scaling Revenue: Using Data To Plug Leaks
Podcasts
Why Marketers Fail at Thinking Like Buyers
GUEST: Mike Pastore, Director of Custom Content at Technology Advice and Host of the B2B Nation Podcast
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Articles
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
He then stressed the importance of improving seller websites, creating moments of nuance, and focusing on rep-mediated digital experiences — it’s that final point that I want to expand upon.
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The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
Voice of Value Blog
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
What better way to kick off winter in the northern hemisphere than with something a little tropical? Specifically, a tropical thought experiment. Now, I know it’s not as exciting as the giveaway for an all-expenses-paid trip to some exotic locale that you were hoping for — but stick with me.
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The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport
Podcasts
The Sales Trainer’s Happy Hour: Virtual Selling
GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates
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Podcasts
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
GUEST: Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies
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Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Subscription-Based Businesses: How To Manage the Transition & Leverage Data
Podcasts
Considering an Exit? Here’s What You Should Know
GUEST: Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A
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Podcasts
A 100+ Year-Old Marketing Framework (That Works!)
GUEST: Wayne Mullins, Founder at Ugly Mug Marketing
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Podcasts
How Content Strategy Shapes Your Customer Relationships
GUEST: Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc
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How Content Strategy Shapes Your Customer Relationships
How Content Strategy Shapes Your Customer Relationships
How Content Strategy Shapes Your Customer Relationships
How Content Strategy Shapes Your Customer Relationships
How Content Strategy Shapes Your Customer Relationships
How Content Strategy Shapes Your Customer Relationships
Podcasts
Is Your Tech Stack Helping or Hurting
GUEST: Asa Hochhauser, VP of Sales for McGaw.io
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Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
What, exactly, are the behaviors that sales professionals need in a virtual world?To find out, we partnered with Training Industry to survey 464 sales leaders and sales training decision-makers
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Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Measuring the Virtual Sales Skills that Matter | Online Sales Webinars
Podcasts
Why the Brain Buys: The Neuroscience of Sales
GUEST: Dr. Terry Wu, Owner of Neuromarketing Services
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Podcasts
High-Performing Teams Are Built on Human Connection
GUEST: Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and author of Climbing the Right Mountain
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High-Performing Teams Are Built on Human Connection
High-Performing Teams Are Built on Human Connection
High-Performing Teams Are Built on Human Connection
High-Performing Teams Are Built on Human Connection
High-Performing Teams Are Built on Human Connection
High-Performing Teams Are Built on Human Connection
Podcasts
Don’t Be the Seller Who Scares Away Buyers
GUEST: Kerry Cunningham, Senior Principal, Product Marketing at 6sense
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Voice of Value Blog
Checklist to Close the Quarter & the Year
’Tis the season of the double-edged sword. On the one hand, it’s exciting to look forward to the holiday season. On the other, the end of the quarter and the year loom large, with the finish line already in sight.
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Podcasts
Will Your SEO Survive Google’s New Page Experience Rules?
GUEST: Geoff Atkinson, Founder and CEO of Huckabuy
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Will Your SEO Survive Google’s New Page Experience Rules?
Will Your SEO Survive Google’s New Page Experience Rules?
Will Your SEO Survive Google’s New Page Experience Rules?
Will Your SEO Survive Google’s New Page Experience Rules?
Will Your SEO Survive Google’s New Page Experience Rules?
Will Your SEO Survive Google’s New Page Experience Rules?
Podcasts
The Sales Trainer’s Happy Hour: Credibility
GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates
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Podcasts
What Data & Analytics Have to Say About Buyer-First Selling
GUEST: Carla Intal, Insights Analyst at LinkedIn
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What Data & Analytics Have to Say About Buyer-First Selling
What Data & Analytics Have to Say About Buyer-First Selling
What Data & Analytics Have to Say About Buyer-First Selling
What Data & Analytics Have to Say About Buyer-First Selling
What Data & Analytics Have to Say About Buyer-First Selling
What Data & Analytics Have to Say About Buyer-First Selling
Articles
Three Keys to Successful Sales Negotiations
When you hear the word negotiation, what comes to mind?
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Voice of Value Blog
Three Keys to Successful Sales Negotiations
When you hear the word negotiation, what comes to mind? It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky notes. Your palms might even start to sweat a little at the thought — and that’s only natural.
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Podcasts
Decoding the Myths & Mysteries of Outbound Marketing
GUEST: Mark Colgan, CEO and Co-founder of Speak on Podcasts
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Decoding the Myths & Mysteries of Outbound Marketing
Decoding the Myths & Mysteries of Outbound Marketing
Decoding the Myths & Mysteries of Outbound Marketing
Decoding the Myths & Mysteries of Outbound Marketing
Decoding the Myths & Mysteries of Outbound Marketing
Decoding the Myths & Mysteries of Outbound Marketing
Why More Women Are Embarking on the Entrepreneurial Journey
Why More Women Are Embarking on the Entrepreneurial Journey
Why More Women Are Embarking on the Entrepreneurial Journey
Why More Women Are Embarking on the Entrepreneurial Journey
Why More Women Are Embarking on the Entrepreneurial Journey
Why More Women Are Embarking on the Entrepreneurial Journey
Sales Checklist to Close the Quarter | Online Sales Webinars
Sales Checklist to Close the Quarter | Online Sales Webinars
Sales Checklist to Close the Quarter | Online Sales Webinars
Sales Checklist to Close the Quarter | Online Sales Webinars
Sales Checklist to Close the Quarter | Online Sales Webinars
Sales Checklist to Close the Quarter | Online Sales Webinars
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage
Podcasts
The Content Conundrum: Crafting a Lasting Marketing Strategy
GUEST: Erik Newton, VP of Marketing at Milestone
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The Content Conundrum: Crafting a Lasting Marketing Strategy
The Content Conundrum: Crafting a Lasting Marketing Strategy
The Content Conundrum: Crafting a Lasting Marketing Strategy
The Content Conundrum: Crafting a Lasting Marketing Strategy
The Content Conundrum: Crafting a Lasting Marketing Strategy
The Content Conundrum: Crafting a Lasting Marketing Strategy
Voice of Value Blog
The Value of Thinking Like an Executive
As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.
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Podcasts
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
GUEST: Roderick Jefferson, Vice President of Field Enablement, NETSKOPE
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Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Level Up Your Sales Enablement Strategy with Sales Enablement 3.0
Your Company Has Issues. It’s Time to Talk About Them.
Your Company Has Issues. It’s Time to Talk About Them.
Your Company Has Issues. It’s Time to Talk About Them.
Your Company Has Issues. It’s Time to Talk About Them.
Your Company Has Issues. It’s Time to Talk About Them.
Your Company Has Issues. It’s Time to Talk About Them.
Podcasts
Why Video Delivers a More Human Customer Experience *Recap*
GUEST: Darin Dawson, Co-Founder and President of BombBomb
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Why Video Delivers a More Human Customer Experience *Recap*
Why Video Delivers a More Human Customer Experience *Recap*
Why Video Delivers a More Human Customer Experience *Recap*
Why Video Delivers a More Human Customer Experience *Recap*
Why Video Delivers a More Human Customer Experience *Recap*
Why Video Delivers a More Human Customer Experience *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Working Out Your Outreach with Habit Formation *Recap*
Voice of Value Blog
Creating Anxiety Without Going Over the Edge
The pressure on Olympic athletes is staggering. One false start can send a sprinter or hurdler home. That’s all it takes to destroy more than four years of labor and dedication — and yet, these incredible athletes come back after another four years of hard work.
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Podcasts
Transforming Your Sales Org Through Data & Technology
GUEST: Seth Marrs, Research Director at Forrester
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Transforming Your Sales Org Through Data & Technology
Transforming Your Sales Org Through Data & Technology
Transforming Your Sales Org Through Data & Technology
Transforming Your Sales Org Through Data & Technology
Transforming Your Sales Org Through Data & Technology
Transforming Your Sales Org Through Data & Technology
Podcasts
Use PR To Build Credibility and Boost Sales
GUEST: Mickie Kennedy, Founder & CEO of eReleases
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Selling To The C-Suite Webinar | Online Sales Webinar
Selling To The C-Suite Webinar | Online Sales Webinar
Selling To The C-Suite Webinar | Online Sales Webinar
Selling To The C-Suite Webinar | Online Sales Webinar
Selling To The C-Suite Webinar | Online Sales Webinar
Selling To The C-Suite Webinar | Online Sales Webinar
Podcasts
The ABCs of ABM: Account-Based Marketing Made Simple
GUEST: Mike Maynard, Owner of Napier Partnership Limited
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The ABCs of ABM: Account-Based Marketing Made Simple
The ABCs of ABM: Account-Based Marketing Made Simple
The ABCs of ABM: Account-Based Marketing Made Simple
The ABCs of ABM: Account-Based Marketing Made Simple
The ABCs of ABM: Account-Based Marketing Made Simple
The ABCs of ABM: Account-Based Marketing Made Simple
Articles
O-P-C: The Framework for Asking Thoughtful Questions
Pitchverb; gerund or present participle: pitchingto throw or fling roughly or casually."He crumpled the can and threw it into the alley."By definition, “pitching" is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.
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O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
Voice of Value Blog
O-P-C: The Framework for Asking Thoughtful Questions
Pitch verb; gerund or present participle: pitching to throw or fling roughly or casually. “He crumpled the can and threw it into the alley.” By definition, “pitching” is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.
Read More
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
O-P-C: The Framework for Asking Thoughtful Questions
Podcasts
Mastering the Art of Virtual Selling
GUEST: Darrell Amy, Author of the Best-Selling Book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth
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Podcasts
Understanding Your Brand: Why the Intangibles Matter
GUEST: Kyle Duford, Executive Creative Director of The Brand Leader
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Understanding Your Brand: Why the Intangibles Matter
Understanding Your Brand: Why the Intangibles Matter
Understanding Your Brand: Why the Intangibles Matter
Understanding Your Brand: Why the Intangibles Matter
Understanding Your Brand: Why the Intangibles Matter
Understanding Your Brand: Why the Intangibles Matter
Podcasts
How to Establish a Repeatable Sales Process
GUEST: Dan Morris, Managing Partner of Mindracer Consulting
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Book
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