Getting Sales to Sell on Value
Julie Thomas on Getting Beyond the Buzzwords and Making Value Selling a Reality
These days, most B2B sales organizations are talking a good game about value selling. But beyond all the talk, are they taking the right steps to get beyond the buzzwords and make value selling a reality? In this expert interview, Julie Thomas, the President and CEO of ValueSelling Associates --- a firm that's been named a Top 20 sales training firm for the last four years running --- shares her insights and experiences training sales teams to sell on value, ensuring ongoing adoption and utilization, and producing significant, quantifiable impacts as a result.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Reducing Friction Between Sales & Marketing
Some amount of "friction" between Sales and Marketing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Marketing functions.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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A Better Mindset for Driving Customer Success
In this timely conversation, Sean Ryan of Alexander Group discusses how leading companies are driving significant improvements by adopting a broader and more holistic approach to customer success.
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Seven Building Blocks of Sales Effectiveness
In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.
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Managing Successful Sales Ops Projects
Strategies that Minimize Risk and Maximize Success for Sales Ops Initiatives
