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Keep it simple. Drive results.

Programs

Leaders and Managers

The best thing about ValueSelling is that it’s simple. ValueSelling can be boiled down to 2 Vs and 2 Ps. So you can use it after you walk out of the classroom.

Contact

350 Vista Madera
Newport Beach, CA 92660

+1 949 307 1870

jb@jbbush.com

You want more customers, higher margins, more market share. Your shareholders demand more value, more return. Your employees want a clear vision and culture that recognizes their achievements and provides them with the opportunity to grow and excel.

Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have the solution.

Coaching the ValueSelling Framework® for Managers

Gain essential tips to ensure your success by coaching your teams to maximize the ValueSelling Framework® in pre-call planning, post-call debrief, creating demand, and closing the deal. As a manager, you play a pivotal role in driving adoption of the ValueSelling Framework®, shaping and participating in sales training, inspecting, and measuring progress, and coaching individuals to meet quota.

Now that the initial ValueSelling Framework® workshop is done, it’s time to see change happen: Team members transformed from pitching to engaging; habits built; results realized. And manager-driven reinforcement is where the rubber hits the road.

Coaching the ValueSelling Framework® for Managers is the perfect way to blend ValueSelling concepts into your organization and existing sales processes.

Training Options: In-Person and Virtual Sessions
Program Duration: 1 Day or 2 to 3 4-hour Virtual Sessions

Course Outline:

  • Manager’s Role in Adoption
  • Integration into the Management Process
  • Process Implementation Plan
  • The Coaching Process:
    • Skill: Reviewing Plan Letters
    • Skill: Assessing Opportunities
    • Skill: Pre-call, Next-call ValuePrompter®
    • Skill: Live/Field Observation
    • Skill: Constructive Feedback
    • Skill: Coaching ValuePrompter®

Learning Outcomes:

  • Integrate the ValueSelling Framework® into the management process
  • Best practices for coaching and tools to use as you provide feedback to sales reps 
  • Create a tailored and manageable daily, weekly, monthly, and yearly implementation plan 
  • Align with business metrics and measure the right things to show a return on investment 

 

Coaching Vortex Prospecting™ for Managers

Training Options: In-Person and Virtual Sessions
Program Duration: 1 day or 2 to 3 4-hour Virtual Sessions

Course Outline:

  • Vortex Prospecting™ Recap
  • ValueSelling Framework® Recap
  • Setting a Coaching Baseline
  • 6 Principles for Coaching ValueSelling
  • 3 Barriers to Performance Development
  • The Coaching Process:
    • Skill: Giving Constructive Feedback
    • Skill: Coaching Credibility Introductions
    • Skill: Coaching Call Introductions
    • Skill: Creating a Value Story
    • Skill: Monitoring Activity
    • Skill: Time Blocking: Your Secret Weapon

Learning Outcomes:

  • Demonstrate an understanding of Vortex Prospecting™ fundamentals and process
  • Develop and support your teams prospecting and qualifying skills
  • Reinforce your team’s consistent execution of these skills through an implementation plan

 

Coach vs. Manager: Understanding Leadership

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, or 4-hour Sessions

Course Outline:

  • Transform how to give salespeople feedback
  • Show gratitude to increase motivation
  • When to be a manager vs. a coach

Learning Outcomes:

  • Identify when coaching is needed
  • Directives checklist

Custom Training Workshops

ValueSelling can design workshops on various topics. Some examples include:

  • Territory Management
  • Change Management
  • Team Selling
  • Customer Retention
  • Sales Writing

ValueSelling Framework® Certified Coach

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour Sessions

Course Outline:

  • Manager’s Role in Adoption
  • Integration into the Management Process
  • Process Implementation Plan
  • The Coaching Process:
    • Skill: Reviewing Plan Letters
    • Skill: Assessing Opportunities
    • Skill: Pre-call, Next-call ValuePrompter®
    • Skill: Live/Field Observation
    • Skill: Constructive Feedback
    • Skill: Coaching ValuePrompter®

Learning Outcomes:

  • Integrate the ValueSelling Framework® into the management process
  • Best practices for coaching and tools to use as you provide feedback to sales reps 
  • Create a tailored and manageable daily, weekly, monthly, and yearly implementation plan 
  • Align with business metrics and measure the right things to show a return on investment 

 

 

ValueSelling Framework® Train the Trainer

A unique opportunity for your sales trainers to become certified facilitators of the ValueSelling Framework®.
With certified facilitators, you can make your organization self-sufficient, while still being able to engage your ValueSelling Associate if needed. ValueSelling Associates has designed a proven four-step process to certify sales trainers and enable organizations to effectively implement the ValueSelling Framework.

Training Options: In-Person and Virtual Sessions
Program Duration: 1, 2-day Workshop

Requirements:

The ideal candidate to facilitate ValueSelling to client sales organizations has the same key attributes of all ValueSelling facilitators:

  • Successful sales professional who has used ValueSelling effectively at some point in his or her career
  • Top notch facilitation skills to engage and motivate the learner to adopt the ValueSelling Framework®
  • The ability to role model and coach the ValueSelling Framework® both within the classroom and in real-world situations

Evaluation Criteria:

Each candidate will be “scored” during the solo audit step of this process on:

  • Knowledge of ValueSelling material
  • Storytelling ability
  • Application of the Qualified Prospect Formula®
  • Energy and credibility

A separate train-the-trainer license is required for clients interested in bringing the facilitation of ValueSelling in-house.