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
5 Things Sales Manager Want From Their Teams
Sales Managers are often faced with ever-increasing challenges, only one of which is making sure the team is delivering the results the company demands. Working to understand their perspective, we are diving in to identify five key things sales reps should be aware of in order to be not only an A-player, but a valued member of the team.
Read More
Podcasts
The Power of the Voice of the Customer
When you look at your best prospects and customers, they should be just as distinctive as zebras.
Read More
Podcasts
What Sales Executives Need To Hear To Improve Results
Peter draws on 30 years of sales and sales management experience as he leads, mentors, trains, and coaches sales teams to greater heights. Leveraging the power of the ValueSelling Framework, he helps B2B sales organization worldwide increase revenue by selling value, shortening sales cycles and maximizing deal sizes.
Read More
What Sales Executives Need To Hear To Improve Results
What Sales Executives Need To Hear To Improve Results
What Sales Executives Need To Hear To Improve Results
What Sales Executives Need To Hear To Improve Results
What Sales Executives Need To Hear To Improve Results
What Sales Executives Need To Hear To Improve Results
Podcasts
The 5 Key Components of a Cadence
What makes a cadence tick? What’s inside it’s DNA that makes a cadence effective? Or perhaps, not so effective?
Read More
Voice of Value Blog
How to Avoid the Agony of Defeat
Growing up, I remember watching the long-running TV series, “The Wide World of Sports.” The opening preamble was legendary: “Spanning the globe to bring you the constant variety of sport… the thrill of victory… and the agony of defeat… the human drama of athletic competition… This is ABC’s Wide World of Sports!” The imagery—ski jumper Vinko Bogataj in an epic crash, tumbling down the mountainside—is etched in my mind forever.
Read More
Podcasts
5 Key Elements To Differentiate With Your Sales Process
In a world where more B2B buyers are demanding a refined sales experience, enterprises have an opportunity to achieve differentiation with their sales process if they are willing to make some changes. Regardless if you are a Chief Revenue Officer or an individual sales professional there are five key elements you need to be focused on.
Read More
5 Key Elements To Differentiate With Your Sales Process
5 Key Elements To Differentiate With Your Sales Process
5 Key Elements To Differentiate With Your Sales Process
5 Key Elements To Differentiate With Your Sales Process
5 Key Elements To Differentiate With Your Sales Process
5 Key Elements To Differentiate With Your Sales Process
Podcasts
How Building a Capable Internal Team Equals More Revenue
You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have.
Read More
How Building a Capable Internal Team Equals More Revenue
How Building a Capable Internal Team Equals More Revenue
How Building a Capable Internal Team Equals More Revenue
How Building a Capable Internal Team Equals More Revenue
How Building a Capable Internal Team Equals More Revenue
How Building a Capable Internal Team Equals More Revenue
Podcasts
Insights from an AI Expert – The Impact of AI on Sales and Marketing
The impact of AI on sales and marketing is a pressing topic for many today, yet there is a lack of true clarity around what artificial intelligence really means in general and varied perspectives in our field specifically.
Read More
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Insights from an AI Expert – The Impact of AI on Sales and Marketing
Podcasts
Customer Value: Why Organizations Fail to Get It Right
Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business.
Read More
Customer Value: Why Organizations Fail to Get It Right
Customer Value: Why Organizations Fail to Get It Right
Customer Value: Why Organizations Fail to Get It Right
Customer Value: Why Organizations Fail to Get It Right
Customer Value: Why Organizations Fail to Get It Right
Customer Value: Why Organizations Fail to Get It Right
Podcasts
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz, a new member of the Value Prime Solutions team, brings to bear over 20 years of sales experience and success to help clients improve their revenue performance.
Read More
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
David Shatz: 3 Things Sales Executives Need to Hear But Are Ignoring
Podcasts
3 Tips for Creating a Sales Culture that Sells
You may have a game-changing product, but if you don’t know how to sell it, that level of awesome is a moot point. On the other hand, having a more mundane product isn’t a death sentence if you know how to sell the hell out of it.
Read More
Podcasts
5 Key Elements to Build a Next Generation Sales Team
Sales has become an increasingly dynamic profession – from AI, to the evolving use of social media, to ever more complex decision making from buyers. As a result, team structures that used to work, will not work in the future.
Read More
5 Key Elements to Build a Next Generation Sales Team
5 Key Elements to Build a Next Generation Sales Team
5 Key Elements to Build a Next Generation Sales Team
5 Key Elements to Build a Next Generation Sales Team
5 Key Elements to Build a Next Generation Sales Team
5 Key Elements to Build a Next Generation Sales Team
Podcasts
The Challenges of Demand Generation and Goal Setting
In the most recent episode of the B2B Revenue Executive Experience, we sat down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer, to unravel the mystery of how to effectively align sales and marketing. We also covered challenges related to demand generation planning and goal setting.
Read More
The Challenges of Demand Generation and Goal Setting
The Challenges of Demand Generation and Goal Setting
The Challenges of Demand Generation and Goal Setting
The Challenges of Demand Generation and Goal Setting
The Challenges of Demand Generation and Goal Setting
The Challenges of Demand Generation and Goal Setting
Podcasts
The 4 Pillars of Effective SEO
Mostafa El-Bermawy is VP of Marketing at Workzone, but “SEO” probably belongs somewhere in his title, too.
Read More
Podcasts
How to Make Your Email Marketing More Effective Immediately
Email is always a hot topic, and we all know that outreach is a critical component of effective prospecting.
Read More
How to Make Your Email Marketing More Effective Immediately
How to Make Your Email Marketing More Effective Immediately
How to Make Your Email Marketing More Effective Immediately
How to Make Your Email Marketing More Effective Immediately
How to Make Your Email Marketing More Effective Immediately
How to Make Your Email Marketing More Effective Immediately
Podcasts
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Lots of companies are trying to map customer journeys across channels, but that may be unnecessary.
Read More
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)
Podcasts
The Importance of Having a Well-Trained Sales Team
Imagine a wall. If you have an untrained sales team, and you say, “Go, go, go,” they will inevitably keep running into the wall and bouncing off. After running into the wall enough times, you have to step back and ask how to get over it. There might be a lot of ways: you might be able to bring a ladder, make a human ladder, fly over, or use a pogo stick.
Read More
The Importance of Having a Well-Trained Sales Team
The Importance of Having a Well-Trained Sales Team
The Importance of Having a Well-Trained Sales Team
The Importance of Having a Well-Trained Sales Team
The Importance of Having a Well-Trained Sales Team
The Importance of Having a Well-Trained Sales Team
Podcasts
3 Key Components of Customer Service in Sales
“The most important and most valuable service you can provide is an excellent experience.” – Cindy Kennedy, District Manager for Corus360 Customer service is a critical component to driving revenue and account expansion. In this episode, Cindy Kennedy tells us why listening, trust, and responsiveness are inseparable from sales success.
Read More
Podcasts
Why Sales Reps Shouldn’t Select Their Own Accounts
“The more complex you make the sale, the less success you’re going to have.”
Read More
Why Sales Reps Shouldn’t Select Their Own Accounts
Why Sales Reps Shouldn’t Select Their Own Accounts
Why Sales Reps Shouldn’t Select Their Own Accounts
Why Sales Reps Shouldn’t Select Their Own Accounts
Why Sales Reps Shouldn’t Select Their Own Accounts
Why Sales Reps Shouldn’t Select Their Own Accounts
Voice of Value Blog
3 Ways to Increase the Effectiveness of Your Linkedin Network
Too many sales executives get caught up in their Linkedin numbers, the followers, the contacts, the likes – but a network, like everything in sales, should be measured on its ability to produce results. To get the best results, to even perhaps get past the limits of the human brain and the Dunbar Number, there are three things a sales executive must be deliberate and consistent about with their Linkedin Network.
Read More
3 Ways to Increase the Effectiveness of Your Linkedin Network
3 Ways to Increase the Effectiveness of Your Linkedin Network
3 Ways to Increase the Effectiveness of Your Linkedin Network
3 Ways to Increase the Effectiveness of Your Linkedin Network
3 Ways to Increase the Effectiveness of Your Linkedin Network
3 Ways to Increase the Effectiveness of Your Linkedin Network
Podcasts
The Challenges of Marketing and Selling to the Public Sector
In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything:
Read More
The Challenges of Marketing and Selling to the Public Sector
The Challenges of Marketing and Selling to the Public Sector
The Challenges of Marketing and Selling to the Public Sector
The Challenges of Marketing and Selling to the Public Sector
The Challenges of Marketing and Selling to the Public Sector
The Challenges of Marketing and Selling to the Public Sector
Voice of Value Blog
Future Proof Your B2B Revenue Generation With Design Thinking
Say what you will about Elon Musk, anyone who has ridden in or driven a Tesla will tell you how the ‘entire experience’ is just better. The sales model is different – gone are used car salesmen and dealerships stretched across acres of asphalt. The product is different – meticulously designed with a near perfect balance of the physical experience of driving a car and the incorporation of technology. The company is different – one of the fastest growing in terms of market cap quickly overcoming decades old competitors.
Read More
Future Proof Your B2B Revenue Generation With Design Thinking
Future Proof Your B2B Revenue Generation With Design Thinking
Future Proof Your B2B Revenue Generation With Design Thinking
Future Proof Your B2B Revenue Generation With Design Thinking
Future Proof Your B2B Revenue Generation With Design Thinking
Future Proof Your B2B Revenue Generation With Design Thinking
Podcasts
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
“Revenue should not be your leading indicator.” Come again?
Read More
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health
Voice of Value Blog
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
“What’s the impact your solution will deliver to your prospect?” That was the question that I asked a sales rep during a recent opportunity review. His reply was, “well, the proposal that I’ll be putting in front of the Chief Marketing Officer will be around a half-million dollars”. I said, “I’m not asking what the cost of your solution is. I’m asking what the prospect expects to receive in the way of impact to his business.” The sales representative’s response, “I’m not sure.”
Read More
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
If You Don't Discuss 'Value', All You Can Do Is Talk 'Price'
Podcasts
What “Digital Transformation” Really Means Today
Digital transformation isn’t Mark Shank’s favorite term.
Read More
Podcasts
Generating Revenue in a Digital Agency
The digital agency space has seen a lot of consolidation over the years, with many getting bought up by “the Big Four.”
Read More
Voice of Value Blog
There Is No Silver Bullet for Prospecting...Or Is There?
Every executive I know tasked with hitting a revenue target has the same challenge – getting more qualified leads into the top of the funnel. And just like the rest of us, they all hope there is a silver bullet to effective prospecting – something that will make it easier, less painful, and drastically reduce the chance of rejection of them and their teams.
Read More
There Is No Silver Bullet for Prospecting...Or Is There?
There Is No Silver Bullet for Prospecting...Or Is There?
There Is No Silver Bullet for Prospecting...Or Is There?
There Is No Silver Bullet for Prospecting...Or Is There?
There Is No Silver Bullet for Prospecting...Or Is There?
There Is No Silver Bullet for Prospecting...Or Is There?
Podcasts
The Minnesota Vikings Fan Experience (and Where It’s Headed)
Tod Caflisch has been in pro sports IT for almost 30 years, so he’s seen the incredible transformation in the fan experience at sports venues.
Read More
The Minnesota Vikings Fan Experience (and Where It’s Headed)
The Minnesota Vikings Fan Experience (and Where It’s Headed)
The Minnesota Vikings Fan Experience (and Where It’s Headed)
The Minnesota Vikings Fan Experience (and Where It’s Headed)
The Minnesota Vikings Fan Experience (and Where It’s Headed)
The Minnesota Vikings Fan Experience (and Where It’s Headed)
Voice of Value Blog
Thinking Small Generates Small Results - Think Like a Consultant
If you’re in sales you probably think about selling something, right. After all, that’s what you’re expected to do. Problem is, that type of thinking results in what I call “thinking small”. You’re always focused on the short term; the little picture, what you can sell someone.
Read More
Thinking Small Generates Small Results - Think Like a Consultant
Thinking Small Generates Small Results - Think Like a Consultant
Thinking Small Generates Small Results - Think Like a Consultant
Thinking Small Generates Small Results - Think Like a Consultant
Thinking Small Generates Small Results - Think Like a Consultant
Thinking Small Generates Small Results - Think Like a Consultant
Podcasts
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
There’s never a shortage of people complaining about their clients. You can get stuck in that kind of thinking, but there is another way of looking at things. It all comes down to the way you think about yourself and your client. After all, you can’t do a great job taking care of clients until you’ve taken care of yourself.
Read More
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
“My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective
Voice of Value Blog
Practice the Hard Stuff - That's What Will Make You Better
I was walking into my local ice rink the other night as we had a game. I play on a men’s league team – often referred to as the “beer league”. The ice rinks are pretty quiet this time of year. The fall/winter hockey season has ended and the spring/summer leagues and training camps aren’t running yet.
Read More
Practice the Hard Stuff - That's What Will Make You Better
Practice the Hard Stuff - That's What Will Make You Better
Practice the Hard Stuff - That's What Will Make You Better
Practice the Hard Stuff - That's What Will Make You Better
Practice the Hard Stuff - That's What Will Make You Better
Practice the Hard Stuff - That's What Will Make You Better
Voice of Value Blog
Improve Your Forecast Accuracy - Understand How Your Customers Buy
One of the largest challenges for organizations I hear consistently focuses on the predictability of revenue generation by the sales teams. Critical business decisions around investments across the organization and if revenue targets will be achieved combine to create a great deal of pressure on how effective a sales team is at delivering reliable forecast accuracy.
Read More
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Improve Your Forecast Accuracy - Understand How Your Customers Buy
Voice of Value Blog
How Sales Executives Go Macro, Not Micro, To Drive Results
One of the upsides in sales is that success is simple to quantify. It is always, no matter what other executives or board members or peers tell you, about the numbers. Every day numbers are evaluated, totals discussed and strategies for shortfalls analyzed.
Read More
How Sales Executives Go Macro, Not Micro, To Drive Results
How Sales Executives Go Macro, Not Micro, To Drive Results
How Sales Executives Go Macro, Not Micro, To Drive Results
How Sales Executives Go Macro, Not Micro, To Drive Results
How Sales Executives Go Macro, Not Micro, To Drive Results
How Sales Executives Go Macro, Not Micro, To Drive Results
Voice of Value Blog
Your B2B Sales Experience Needs Attention - Here's How To Start
For revenue executives concerned about hitting ever increasing targets, generating more qualified leads, increasing the return on their sales teams or creating world-class sales organizations, one of the most effective approaches is to focus on their B2B sales experience – but what does this really mean?
Read More
Your B2B Sales Experience Needs Attention - Here's How To Start
Your B2B Sales Experience Needs Attention - Here's How To Start
Your B2B Sales Experience Needs Attention - Here's How To Start
Your B2B Sales Experience Needs Attention - Here's How To Start
Your B2B Sales Experience Needs Attention - Here's How To Start
Your B2B Sales Experience Needs Attention - Here's How To Start
Voice of Value Blog
Filling the Sales Funnel: Account Managers Into Sales Hunters
Sales leaders and revenue executives face numerous challenges – yet none seem as pressing as understanding how to increase the volume of qualified leads entering the sales funnel.
Read More
Filling the Sales Funnel: Account Managers Into Sales Hunters
Filling the Sales Funnel: Account Managers Into Sales Hunters
Filling the Sales Funnel: Account Managers Into Sales Hunters
Filling the Sales Funnel: Account Managers Into Sales Hunters
Filling the Sales Funnel: Account Managers Into Sales Hunters
Filling the Sales Funnel: Account Managers Into Sales Hunters
Voice of Value Blog
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
I was conducting a deal review with a client the other day. I was speaking with a bright, experienced sales rep who had been with the company for several years and knows her product offering very well.
Read More
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Rewiring the Brain of a Sales Rep: Sell to Customer Problems
Voice of Value Blog
Why Most Sales Reps Keep Giving It Away
Just listen and you’ll hear it. Towards the latter end of most calls the sales reps starts saying things like, “OK, I’ll send you this”. Or, “sure, I’m happy to set up that demo”. Or, maybe, “no problem setting up the next meeting and I’ll be sure to bring along our technical expert to talk with you”. It happens a lot.
Read More
Voice of Value Blog
How To Engage Procurement To Win Your Deal
Whether a deal is worth $50K or $5M the need to engage procurement early and often is something I’ve seen the most accomplished sales executives avoid or stumble over. The question I am left asking many is simply, ‘Why did you wait so long to start talking to procurement?’ The response is too often silence; however, it does not need to be. One of the critical factors today is figuring out how to engage procurement to win your deal.
Read More
Voice of Value Blog
How To Increase Your Credibility Quotient And Beat Your Number
There has never been a time when successfully closing complex, B2B deals depends more on a sales person’s credibility.
Read More
How To Increase Your Credibility Quotient And Beat Your Number
How To Increase Your Credibility Quotient And Beat Your Number
How To Increase Your Credibility Quotient And Beat Your Number
How To Increase Your Credibility Quotient And Beat Your Number
How To Increase Your Credibility Quotient And Beat Your Number
How To Increase Your Credibility Quotient And Beat Your Number
Voice of Value Blog
The Increasing Demand for Elite Sales Reps
Reading the sales headlines lately is enough to make any sales professional anxious. Robots taking their jobs, buyers not needing them, millennials not wanting them. I am not surprised some of the professionals I talk to wonder when their career will end.
Read More
The 'Pandora Effect' and Sales Professionals - Something New?
The 'Pandora Effect' and Sales Professionals - Something New?
The 'Pandora Effect' and Sales Professionals - Something New?
The 'Pandora Effect' and Sales Professionals - Something New?
The 'Pandora Effect' and Sales Professionals - Something New?
The 'Pandora Effect' and Sales Professionals - Something New?
Voice of Value Blog
Why Will They Meet You? One Executive’s Perspective.
Early in the first quarter is the time to focus on building our pipelines to achieve, or even overachieve, our sales goals in 2017. This requires us to market to generate opportunities, nurture current leads, attract new buyers, capture web visitors and drip content to potential buyers, presumably, until they are ready to buy!
Read More
Why Will They Meet You? One Executive’s Perspective.
Why Will They Meet You? One Executive’s Perspective.
Why Will They Meet You? One Executive’s Perspective.
Why Will They Meet You? One Executive’s Perspective.
Why Will They Meet You? One Executive’s Perspective.
Why Will They Meet You? One Executive’s Perspective.
Voice of Value Blog
How to Scale Creative Agencies in 2017: Focus on Value
Having spent the last decade working for agencies I can say, from experience, it is a tough business – especially when the goal is to scale creative agencies. Digital agencies, marketing agencies, PR firms, management consulting or any other flavor you can think of, there comes a time when leadership focuses on remaining relevant and revenue growth.
Read More
How to Scale Creative Agencies in 2017: Focus on Value
How to Scale Creative Agencies in 2017: Focus on Value
How to Scale Creative Agencies in 2017: Focus on Value
How to Scale Creative Agencies in 2017: Focus on Value
How to Scale Creative Agencies in 2017: Focus on Value
How to Scale Creative Agencies in 2017: Focus on Value
Voice of Value Blog
What Exactly Is The Cost of Delaying Sales Training?
Sales training, just as every other initiative in a company, must compete with shifting priorities and an often fluid business climate. When training is delayed there is an impact to the bottom line, to shareholders and to employees – but how many companies spend the time to quantify that impact? What is the actual cost of delaying sales training? While funding sales and marketing training may be a game of managing priorities – there is one priority that never goes out of fashion – REVENUE GROWTH.
Read More
What Exactly Is The Cost of Delaying Sales Training?
What Exactly Is The Cost of Delaying Sales Training?
What Exactly Is The Cost of Delaying Sales Training?
What Exactly Is The Cost of Delaying Sales Training?
What Exactly Is The Cost of Delaying Sales Training?
What Exactly Is The Cost of Delaying Sales Training?
Podcasts
Leading Marketing with Empathy and Storytelling
GUEST: Evan Knox, CMO at Caffeine Marketing
Read More
Book
The Power of Value Selling is now available.
The indispensable guide to forging human-to-human connections, having better business conversations and building buyer confidence – the crucial ingredients to closing sales despite unrelenting uncertainty.
Order Today
Get the latest B2B sales insights and ValueSelling tips monthly.