Resources
Voice of Value Blog
From the CEO's Desk In the Voice of Value blog, President & CEO Julie Thomas covers the latest B2B selling trends alongside proven ValueSelling concepts.
Podcasts
How to Fix Your Broken LinkedIn Lead Generation
If you’re losing money on a product, what do you do? Do you rush to double production? No…?
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7 Best Practices on Maximizing Performance with Sales Coaching
7 Best Practices on Maximizing Performance with Sales Coaching
7 Best Practices on Maximizing Performance with Sales Coaching
7 Best Practices on Maximizing Performance with Sales Coaching
7 Best Practices on Maximizing Performance with Sales Coaching
7 Best Practices on Maximizing Performance with Sales Coaching
Podcasts
The Role of the Website in an Increasingly Digital World
Everybody’s got one. Maybe you spent tens or hundreds of thousands of dollars on yours. Or maybe your son built it for free.
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The Role of the Website in an Increasingly Digital World
The Role of the Website in an Increasingly Digital World
The Role of the Website in an Increasingly Digital World
The Role of the Website in an Increasingly Digital World
The Role of the Website in an Increasingly Digital World
The Role of the Website in an Increasingly Digital World
Voice of Value Blog
Strategies for a Successful Summer: Process, Consistency and Discipline
“Summer breeze, makes me feel fine…” may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious.
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Strategies for a Successful Summer: Process, Consistency and Discipline
Strategies for a Successful Summer: Process, Consistency and Discipline
Strategies for a Successful Summer: Process, Consistency and Discipline
Strategies for a Successful Summer: Process, Consistency and Discipline
Strategies for a Successful Summer: Process, Consistency and Discipline
Strategies for a Successful Summer: Process, Consistency and Discipline
Podcasts
How are You Arming Your Team for the Crisis?
It’s become a cliché almost instantly, but “the new normal” is so apt. Even if you were remote before, now every day is take-your-kid-to-work day.
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Podcasts
How to Stop Managing & Start Coaching
The path to leadership is broken. We spend so little time developing leaders.
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Podcasts
How to Prepare for an Acquisition
GUEST: Terry Lammers, Author | Co-Founder and Managing Member of Innovative Business Advisors
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Voice of Value Blog
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
“More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point,” according to an article in the Harvard Business Review. Yet, how prepared are they to effectively communicate with executives? What will separate the outstanding salespeople from those who struggle and bumble along?
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Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Can You Speak the Language of Business? An Essential Skill for Communicating with Executives.
Podcasts
What Makes You the Expert? Harnessing Targeted Content
What’s on your company’s blog? Pet pictures? The company dodgeball tournament results?
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What Makes You the Expert? Harnessing Targeted Content
What Makes You the Expert? Harnessing Targeted Content
What Makes You the Expert? Harnessing Targeted Content
What Makes You the Expert? Harnessing Targeted Content
What Makes You the Expert? Harnessing Targeted Content
What Makes You the Expert? Harnessing Targeted Content
Podcasts
How Comedy Principles Can Drive Greater Results
When was the last time you really laughed at work? I mean genuine laughter.
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Podcasts
How to Close More Leads Using Video
With or without a pandemic, today’s world runs on video.
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Podcasts
Why You Should be Quantifying Customer Sentiment
The uncertainty and challenges surrounding COVID-19 are impacting every business right now. Company leaders everywhere need to make difficult decisions quickly. This is no time for sentiment. Wait, no. Scratch that. This is actually the perfect time for sentiment.
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Podcasts
We Need Another Industrial Revolution — In Marketing
If you’ve been within earshot of a classroom over the past century or two, you know the Industrial Revolution is what kicked off modernity.
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We Need Another Industrial Revolution — In Marketing
We Need Another Industrial Revolution — In Marketing
We Need Another Industrial Revolution — In Marketing
We Need Another Industrial Revolution — In Marketing
We Need Another Industrial Revolution — In Marketing
We Need Another Industrial Revolution — In Marketing
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
Voice of Value Blog
Nailing the Credibility Intro
Credibility gets you in the door. These days, as we rely even more heavily on virtual communication, it’s more essential than ever to have a solid, value-based credibility introduction. To establish credibility, you must focus on the other person and their issues. In time, this will let you determine the potential value you can bring to them. Credibility intros are used in prospecting the very first time you reach out, but they are also used throughout the sales cycle.
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Podcasts
What AI Means for Your Business & the Future
AI is a hot topic these days. Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it.
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Podcasts
Your Guide to Getting Started with Agile Marketing
When you’re doing a puzzle, do you just pick up any random piece and start looking for one it fits with? Obviously not. Everyone knows you start with the corners! Prioritizing them makes the rest easy.
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Your Guide to Getting Started with Agile Marketing
Your Guide to Getting Started with Agile Marketing
Your Guide to Getting Started with Agile Marketing
Your Guide to Getting Started with Agile Marketing
Your Guide to Getting Started with Agile Marketing
Your Guide to Getting Started with Agile Marketing
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
B2B Selling In Turbulent Times - How To Handle The Rough Seas Ahead
Podcasts
Why You Should Invest More in Performance Management
One thing I’ve always been fascinated by is the way most companies usually approach promoting sales reps to management.
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Why You Should Invest More in Performance Management
Why You Should Invest More in Performance Management
Why You Should Invest More in Performance Management
Why You Should Invest More in Performance Management
Why You Should Invest More in Performance Management
Why You Should Invest More in Performance Management
Podcasts
What Everyone in Sales Needs to Know About Marketing
I get it, there’s some natural friction between sales and marketing. It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp.
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What Everyone in Sales Needs to Know About Marketing
What Everyone in Sales Needs to Know About Marketing
What Everyone in Sales Needs to Know About Marketing
What Everyone in Sales Needs to Know About Marketing
What Everyone in Sales Needs to Know About Marketing
What Everyone in Sales Needs to Know About Marketing
Virtual Communication - A Primer On Critical Skill Set
Virtual Communication - A Primer On Critical Skill Set
Virtual Communication - A Primer On Critical Skill Set
Virtual Communication - A Primer On Critical Skill Set
Virtual Communication - A Primer On Critical Skill Set
Virtual Communication - A Primer On Critical Skill Set
Podcasts
Compromise Intelligence: A New Approach to Cybersecurity
Cybersecurity is always a fun topic. Everyone knows it’s important, but most only do the bare minimum to prevent attacks.
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Compromise Intelligence: A New Approach to Cybersecurity
Compromise Intelligence: A New Approach to Cybersecurity
Compromise Intelligence: A New Approach to Cybersecurity
Compromise Intelligence: A New Approach to Cybersecurity
Compromise Intelligence: A New Approach to Cybersecurity
Compromise Intelligence: A New Approach to Cybersecurity
Voice of Value Blog
In today’s technology-enabled world, it’s easy to hide behind the screen
Technology is a boon to the sales profession. It helps automate, amplify, and accelerate. Tech tools can help us organize our day, research prospects, streamline outreach, and efficiently keep track of our progress. But, that said, our reliance on technology also makes it way too easy to hide behind a screen.
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In today’s technology-enabled world, it’s easy to hide behind the screen
In today’s technology-enabled world, it’s easy to hide behind the screen
In today’s technology-enabled world, it’s easy to hide behind the screen
In today’s technology-enabled world, it’s easy to hide behind the screen
In today’s technology-enabled world, it’s easy to hide behind the screen
In today’s technology-enabled world, it’s easy to hide behind the screen
Podcasts
Harnessing the Power of Imperfection in Sales
These days, it seems romance can only be found on dating sites.
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Podcasts
How to Lead Your Organization Through Change
There’s a piece of folksy, conventional wisdom everyone knows. It states: If it ain’t broke, don’t fix it.
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Podcasts
4 Things to Know About Generating Social Media Leads
I don’t know how many of you have developed a TikTok addiction recently, but anyone with small children could probably spot the symptoms of the newest social media obsession. Even if you don’t have kids, you’re probably familiar with social media addiction. More than half of us use Facebook or Instagram every single day. Which means you can use social media to reach half of your market every single day. Sounds like a no-brainer, right? No one ever says they couldn’t use more leads.
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4 Things to Know About Generating Social Media Leads
4 Things to Know About Generating Social Media Leads
4 Things to Know About Generating Social Media Leads
4 Things to Know About Generating Social Media Leads
4 Things to Know About Generating Social Media Leads
4 Things to Know About Generating Social Media Leads
Podcasts
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
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You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
You know when you’re trying to be a good role model to a kid in your life? Every time they’re around, you’re hyper-conscious about doing good.
Podcasts
How Third-Party Data Creates More Meaningful CX
Developing a more meaningful experience for your customers takes more than just first-party data. Imagine if you could uncover more pieces of the puzzle to create a holistic CX.
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Voice of Value Blog
Patience in Prospecting
Prospecting is one of the most difficult tasks for sales professionals. It takes commitment and consistency – but, most of all, it takes patience. Salespeople are not always the most patient people in the world; we love to move things forward quickly to drive results. However, in the world of prospecting, patience and discipline will reap rewards.
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Podcasts
Effective Email Outreach Takes More than Automation
Imagine you’re preparing for a meeting with a new prospect. What steps are you taking beforehand?
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Effective Email Outreach Takes More than Automation
Effective Email Outreach Takes More than Automation
Effective Email Outreach Takes More than Automation
Effective Email Outreach Takes More than Automation
Effective Email Outreach Takes More than Automation
Effective Email Outreach Takes More than Automation
Podcasts
4 Ways to Systematize Business Development
Owning a service-based business is hard. Not only are you expected to be a master of your product, you’ve also got to be a professional at marketing and getting your service out there in front of people. And if you’re not careful, you can take the habits that you’ve had to establish in your beginning years as a scrappy start up and never grow past them.
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Podcasts
4 Steps to Optimizing Sales Enablement
Oftentimes, we forget that for the sales enablement function to really work, there has to be a little give and take. Of course, sales enablement’s purpose is to, well, enable sales. However, sales reps need to know that they can go to sales enablement for valuable insights and clarification.
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Voice of Value Blog
5 Strategies for your Most Successful Sales Kickoff Ever
Are you finalizing plans for your company’s sales kickoff meeting? While your vision is likely to include inspiration, learning, recognition, and team building, often sales kickoff events don’t live up to expectations. To top it off, Gartner research finds that B2B sales reps forget 70% of the information they learn within a week of training, and 87% will forget it within a month.
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5 Strategies for your Most Successful Sales Kickoff Ever
5 Strategies for your Most Successful Sales Kickoff Ever
5 Strategies for your Most Successful Sales Kickoff Ever
5 Strategies for your Most Successful Sales Kickoff Ever
5 Strategies for your Most Successful Sales Kickoff Ever
5 Strategies for your Most Successful Sales Kickoff Ever
Podcasts
3 Myths About Effectively Hiring SDRs
Hiring for SDRs that hold out for the long haul, can be a daunting task. Maybe you’ve had bad luck in the past or have seen colleagues struggle to fill SDR roles. Even so, try not to feel discouraged if hiring SDRs is your responsibility. There are a few misconceptions that tend to sway our opinions about SDRs.
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Podcasts
Why Loyalty Programs Are For All Businesses
Loyalty is a critical component of any business.
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Webinars
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
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On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
On Demand Webinar: 7 Best Practices for Maximizing Performance through Sales Coaching
Voice of Value Blog
Focus on What You Can Control to Achieve Quota
What is in your power to control? As a sales representative, you may be stuck with a crappy territory or you may be waiting for R&D to release the latest product enhancements – neither are things you are able to change. Yet, there are plenty of variables that you can influence in order to make your quota.
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Podcasts
How to Achieve Compliance with CCPA
The journey to compliance with recent privacy acts proves to be one of increasing complexity.
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Podcasts
5 Things Executives Need to Understand About Blockchain
Many executives saw the rise of blockchain and cryptocurrencies as just a craze. Whatever it was, it was going to pass.
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5 Things Executives Need to Understand About Blockchain
5 Things Executives Need to Understand About Blockchain
5 Things Executives Need to Understand About Blockchain
5 Things Executives Need to Understand About Blockchain
5 Things Executives Need to Understand About Blockchain
5 Things Executives Need to Understand About Blockchain
Podcasts
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
Empathy in sales has become a popular topic in recent years. Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making.
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The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
The Theory of Mind is More Effective Than Empathy in Sales – Here’s Why
Voice of Value Blog
Proactive Strategies to Crush your Quota
Year-end is a stressful time for most of us in Sales. We’re racing to the finish line to try to meet – or hopefully exceed – our quota, and there are always variables that are beyond our control. I’d like to share three proactive strategies so you can stay on top of all the moving pieces, and close deals as expeditiously as possible.
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Podcasts
How to Drive Greater Employee Engagement
As millennials continue to make up the majority of the workforce, it’s evident that they’re the group that’s least engaged in work.
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Podcasts
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Coaching is a critical component for the success of any sales organization. That’s why we often push front line managers to focus on coaching.
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Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win
Podcasts
Driving a Sales Methodology, Lessons from Tealium
Sales is tough. It’s not an easy thing to figure out for any company. Especially, when that company is a MarTech company that is growing faster than they can implement systems.
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Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
Podcasts
Video Email Creates Empathy — Towards You and Towards Everyone Else
You’re your worst critic, especially when it comes to seeing yourself on camera.
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Video Email Creates Empathy — Towards You and Towards Everyone Else
Video Email Creates Empathy — Towards You and Towards Everyone Else
Video Email Creates Empathy — Towards You and Towards Everyone Else
Video Email Creates Empathy — Towards You and Towards Everyone Else
Video Email Creates Empathy — Towards You and Towards Everyone Else
Video Email Creates Empathy — Towards You and Towards Everyone Else
Podcasts
Your Demo Request Form Is Bouncing 85% of Your Prospects
The bounce rate on requested demos on websites is 85%. That’s…wow. It’s a sign that 85% of people are fed up with filling out a form before finding out what they want to know about your product.
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Your Demo Request Form Is Bouncing 85% of Your Prospects
Your Demo Request Form Is Bouncing 85% of Your Prospects
Your Demo Request Form Is Bouncing 85% of Your Prospects
Your Demo Request Form Is Bouncing 85% of Your Prospects
Your Demo Request Form Is Bouncing 85% of Your Prospects
Your Demo Request Form Is Bouncing 85% of Your Prospects
Voice of Value Blog
Investing in Sales Coaching Pays Off: Here’s Why
There is a cause and effect relationship between developing your people and your sales results. Although this may seem like a common sense statement, too many companies ignore the connection or don’t act on it. Our latest research survey, conducted by Training Industry, shows that 53% of individuals who work at companies that achieve high-revenue growth believe sales coaching is always or almost always effective.
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Podcasts
Using Inbound Marketing Principles to Benefit Existing Clients
B2B companies are missing out on a huge opportunity.They’re either not paying attention to it or don’t know how to apply it to their specific situation: Using inbound marketing principles to influence and grow their existing clients.
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Using Inbound Marketing Principles to Benefit Existing Clients
Using Inbound Marketing Principles to Benefit Existing Clients
Using Inbound Marketing Principles to Benefit Existing Clients
Using Inbound Marketing Principles to Benefit Existing Clients
Using Inbound Marketing Principles to Benefit Existing Clients
Using Inbound Marketing Principles to Benefit Existing Clients
Podcasts
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
On the latest episode of the B2B Revenue Executive Experience podcast, we spoke to Gary Walter, President and CEO of Infutor Data Solutions, to find out what it takes to go from a family-owned business to a private equity-owned entity.
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One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
One Company’s Journey From Family-owned Business to Private Equity-owned Entity…And What They Learned Along the Way
Podcasts
3 Ingredients for Building a Great Company Culture
We’ve all been there…the company with the negative culture. The one where you’re afraid to raise issues to your boss. And the one where you secretly search for a new job.
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3 Ingredients for Building a Great Company Culture
3 Ingredients for Building a Great Company Culture
3 Ingredients for Building a Great Company Culture
3 Ingredients for Building a Great Company Culture
3 Ingredients for Building a Great Company Culture
3 Ingredients for Building a Great Company Culture
Podcasts
Become 3x More Effective with Video Prospecting
If you’re in sales and you’re facing a day of prospecting, you’re basically ready to give up by 8:40 AM
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Voice of Value Blog
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
Salespeople are hunters. We go after the big opportunity and land the sale. Sure, this hard work yields success, but winning new business is only one part of the equation. What are you doing to retain your customers after the initial sale is made? Does your organization have a “leaky bucket” model?
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The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
The Art of Keeping Customers: How to Plug the Holes in a Leaky Bucket
Podcasts
Using Webinars and Video Conferencing to Leverage Sales Interactions
If 40% of registrants for a webinar show up, you’ve succeeded beyond your wildest dreams.
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Using Webinars and Video Conferencing to Leverage Sales Interactions
Using Webinars and Video Conferencing to Leverage Sales Interactions
Using Webinars and Video Conferencing to Leverage Sales Interactions
Using Webinars and Video Conferencing to Leverage Sales Interactions
Using Webinars and Video Conferencing to Leverage Sales Interactions
Using Webinars and Video Conferencing to Leverage Sales Interactions
Podcasts
3 Ways to Align Marketing & Sales for Optimal Performance
It’s not that sales and marketing are out-and-out fighting with each other. It’s more that they just won’t acknowledge that the other one exists. As if they don’t desperately need each other to achieve even the basic level of competence at their jobs.
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3 Ways to Align Marketing & Sales for Optimal Performance
3 Ways to Align Marketing & Sales for Optimal Performance
3 Ways to Align Marketing & Sales for Optimal Performance
3 Ways to Align Marketing & Sales for Optimal Performance
3 Ways to Align Marketing & Sales for Optimal Performance
3 Ways to Align Marketing & Sales for Optimal Performance
Podcasts
Sales Prescription without Diagnosis is Malpractice
You’d probably rate the importance of a sales presentation at 10/10.
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Sales Prescription without Diagnosis is Malpractice
Sales Prescription without Diagnosis is Malpractice
Sales Prescription without Diagnosis is Malpractice
Sales Prescription without Diagnosis is Malpractice
Sales Prescription without Diagnosis is Malpractice
Sales Prescription without Diagnosis is Malpractice
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Podcasts
How to Promote Ethics and Integrity in Sales
Do ethics even exist in sales? Well, yeah, but it’s not exactly full of ethics and integrity, right?
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Podcasts
How to Scale from Failing to 1,000 Clients in 12 Months
Most people, if they had zero clients, would throw in the towel.
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How to Scale from Failing to 1,000 Clients in 12 Months
How to Scale from Failing to 1,000 Clients in 12 Months
How to Scale from Failing to 1,000 Clients in 12 Months
How to Scale from Failing to 1,000 Clients in 12 Months
How to Scale from Failing to 1,000 Clients in 12 Months
How to Scale from Failing to 1,000 Clients in 12 Months
Voice of Value Blog
How to Identify High-Potential Opportunities – Qualification – event or process?
Typically, there are several main reasons a deal stalls. A would-be buyer fails to see how your solution solves their biggest business issue. You haven’t drawn a significant distinction between you and your prime competitors. Maybe you aren’t interacting with someone with decision authority. Then again, maybe they have purchasing power but do not see the value in your offering. Or, lastly, the purchase feels too risky for the company right now.
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How to Identify High-Potential Opportunities – Qualification – event or process?
How to Identify High-Potential Opportunities – Qualification – event or process?
How to Identify High-Potential Opportunities – Qualification – event or process?
How to Identify High-Potential Opportunities – Qualification – event or process?
How to Identify High-Potential Opportunities – Qualification – event or process?
How to Identify High-Potential Opportunities – Qualification – event or process?
Podcasts
How to Use LinkedIn Ads to Grow Your Business
Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn.
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Podcasts
Moving from Content Creation to Content Experience
Content. Content. Content. Content is king. Content is everything. Content is what matters. Right?
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Moving from Content Creation to Content Experience
Moving from Content Creation to Content Experience
Moving from Content Creation to Content Experience
Moving from Content Creation to Content Experience
Moving from Content Creation to Content Experience
Moving from Content Creation to Content Experience
Podcasts
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Keeping employees around is not at all the same thing as keeping them engaged. Creating the right culture, setting goals, and motivating your teams requires so much more.
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Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged
Podcasts
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
80% of content that marketers create is never used by sales. That’s like a knife to the chest.
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Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration
Voice of Value Blog
Take Advantage of the Summer Slump
July is prime vacation season for those living in the northern hemisphere. Days are longer, and life feels lighter. Prospects also tend to turn on the Out of Office auto-response on email and voice mail.
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Podcasts
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
We are all looking for that next referral. Someone to say something nice about us. Someone to tell their friends how great our company.
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Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn
Webinars
8 Ways to Drive Results with Your Prospecting & Qualifying
In this complimentary one-hour webinar led by Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify thro...
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8 Ways to Drive Results with Your Prospecting & Qualifying
8 Ways to Drive Results with Your Prospecting & Qualifying
8 Ways to Drive Results with Your Prospecting & Qualifying
8 Ways to Drive Results with Your Prospecting & Qualifying
8 Ways to Drive Results with Your Prospecting & Qualifying
8 Ways to Drive Results with Your Prospecting & Qualifying
Podcasts
How to Get 4-10x ROI in Email Marketing Without Building a List
Most people don’t actually know how to use email marketing.
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How to Get 4-10x ROI in Email Marketing Without Building a List
How to Get 4-10x ROI in Email Marketing Without Building a List
How to Get 4-10x ROI in Email Marketing Without Building a List
How to Get 4-10x ROI in Email Marketing Without Building a List
How to Get 4-10x ROI in Email Marketing Without Building a List
How to Get 4-10x ROI in Email Marketing Without Building a List
Podcasts
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
GUEST: Harry Maziar, author of Story Selling: Sage Advice and Common Sense About Sales and Success
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Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers
Voice of Value Blog
3 Ways to Talk Up Value in Your Sales Calls
Setting yourself apart from your competitors should be one of the first things you do regardless of what you are selling. People always want to know how you’re different, especially if you charge a higher price point.
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Podcasts
3 Qualities of the Most Successful SDRs
One of the top challenges executives cite when asked what’s getting in the way of them hitting their growth goals is finding and feeding the top of the funnel.
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Podcasts
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
One of the biggest choke points in companies is often not the sales reps.
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Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Five Areas Sales Managers Can Address to Spark Growth in Their Teams
Podcasts
The Challenges of Balancing Work and Personal Life
The challenges of balancing work and personal life are . . . challenging.
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The Challenges of Balancing Work and Personal Life
The Challenges of Balancing Work and Personal Life
The Challenges of Balancing Work and Personal Life
The Challenges of Balancing Work and Personal Life
The Challenges of Balancing Work and Personal Life
The Challenges of Balancing Work and Personal Life
Podcasts
Five Change Principles You Need to Master
What is one of the most important career-building skills to have in your arsenal?
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Voice of Value Blog
Popping the Question to Get Prospects to Say ‘Yes!’
At some point, every courtship reaches a pivotal moment. All that investment in getting to know one another boils down to one question: Are you ready to commit?
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Popping the Question to Get Prospects to Say ‘Yes!’
Popping the Question to Get Prospects to Say ‘Yes!’
Popping the Question to Get Prospects to Say ‘Yes!’
Popping the Question to Get Prospects to Say ‘Yes!’
Popping the Question to Get Prospects to Say ‘Yes!’
Popping the Question to Get Prospects to Say ‘Yes!’
Podcasts
Coaching Your Team to Excellence
Do you want your future filled with your industry’s equivalent of Super Bowl rings? Then you better stop managing your people and start coaching them instead.
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Podcasts
Sales Strategy Success Secrets
There’s a very fine line between success and failure. How do you ensure that you’re on the right side of it?
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Podcasts
How AI Recruiting Can Create A Better Culture
“Culture eats strategy for breakfast,” warned management icon Peter Drucker.
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Deepen Your Sales Relationships by Changing the Focus from You to Them
Deepen Your Sales Relationships by Changing the Focus from You to Them
Deepen Your Sales Relationships by Changing the Focus from You to Them
Deepen Your Sales Relationships by Changing the Focus from You to Them
Deepen Your Sales Relationships by Changing the Focus from You to Them
Deepen Your Sales Relationships by Changing the Focus from You to Them
Podcasts
How a Good Leader Leads a Purpose-Driven Company
Leadership is a challenge with a diverse generational workforce requiring varying types of motivation and leadership styles.
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Webinars
ABM for Sales: Double Your Deal Size
In this complimentary one-hour webinar, Liz Roche, an Associate of ValueSelling Associates, Inc., shares how salespeople can leverage ValueSelling techniques and the ValuePrompter™ tool, alongside their marketing team’s A...
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Podcasts
How to Establish a Culture of Phenomenal Customer Experience
We claim to understand the importance of customer experience. Yet, too often we fail to truly internalize how customer experience affects buyer behavior, and impacts the way individuals interact with brands, with sellers, and with marketers.
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How to Establish a Culture of Phenomenal Customer Experience
How to Establish a Culture of Phenomenal Customer Experience
How to Establish a Culture of Phenomenal Customer Experience
How to Establish a Culture of Phenomenal Customer Experience
How to Establish a Culture of Phenomenal Customer Experience
How to Establish a Culture of Phenomenal Customer Experience
Podcasts
How Chaos and Stability Motivate Your Team Members Differently
Understanding the different culture types on your team is the key to improving productivity.
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How Chaos and Stability Motivate Your Team Members Differently
How Chaos and Stability Motivate Your Team Members Differently
How Chaos and Stability Motivate Your Team Members Differently
How Chaos and Stability Motivate Your Team Members Differently
How Chaos and Stability Motivate Your Team Members Differently
How Chaos and Stability Motivate Your Team Members Differently
Voice of Value Blog
Improving Your Odds for Critical Accounts
Are you spread too thin these days, working through leads from two broad-based ads and a major trade show? Are you having trouble prioritizing prospects because everything is given equal weight? Are you making cold calls without confidence because there isn’t enough time to do adequate pre-call research?
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Podcasts
Inside Tips to Sales Success in the Public Sector
When you’re selling to the public sector, navigating the sales process is a lot like finding your way through the wilderness. There are a lot of odd rules and cultural expectations and it is an arena that is completely unforgiving of mistakes.
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Podcasts
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
The power of public speaking should be an integral part of your sales and marketing strategy. Being a compelling speaker can position you as a thought leader and lead to more closed deals.
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Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations
Podcasts
How Customers Decide to Buy
When a company is trying to figure out how to move its product and set itself apart from the competition, the first question in this process should not be, “how are we better than the competition?” But, “what is the customer trying to accomplish and what role can we play in enabling that?”
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Podcasts
Sales Secrets to Close Quickly
Your mother was wrong. You are not as unique as you think you are, and Chris Orlob, Senior Director of Product Marketing for Gong.io, which increases sales through science, can prove it.
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Voice of Value Blog
Mix it Up with Anxiety Questions to Prevent an Exit
There are times in a sales cycle when you realize your prospect has lost momentum and you sense that you are no longer on the same page. Perhaps they outright state they’ve lost the urgency to make a change, or worse, after a number of promising calls, you now get total silence.
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Mix it Up with Anxiety Questions to Prevent an Exit
Mix it Up with Anxiety Questions to Prevent an Exit
Mix it Up with Anxiety Questions to Prevent an Exit
Mix it Up with Anxiety Questions to Prevent an Exit
Mix it Up with Anxiety Questions to Prevent an Exit
Mix it Up with Anxiety Questions to Prevent an Exit
Podcasts
Leadership Boils Down to “Don’t be an A**hole”
In your business, be greater than a leader: be a hero.
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Podcasts
Train Your Business Team Like The Navy Seals
Are you looking for ways to become a better leader, develop more effective business cultures, and increase the impact of your teams and the results they produce?
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Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
Podcasts
How FUJIFILM Uses Big Picture Thinking to Grow
These days, when everyone has a digital camera in their pocket, you’d be hard pressed to think of a more obsolete sounding industry than camera film.
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Book
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