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.
More Subscriber-Only Resources From Our Library
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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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Identifying Three Types of Customer Defection
In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.
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How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
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Negotiating Profitable Deals
Everything comes to a head when your sales team negotiates a deal. You want to win, but you don't want to leave money on the table. So, how do you help your sales team to become better negotiators, so they win the deals they should, at the right price?
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Making Progress and Generating Results When "Best Practice" Is Out of Reach
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