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.

 

 

ValueSelling On-Demand Video Coaching

Salespeople can contribute their own content through ValueSelling Coach & Share on LIO (Learn It Online) Learning Management System by uploading YouTube links, website links, Google Drive documents, files from their mobile devices or computers, or by recording their screen.

On-demand Video

Use live and on-demand video to take member engagement to the next level—no matter where your salesforce is training. ValueSelling Associates can use video to lead training sessions, run consultations and check-ins, host online classes, and more.

1-on-1 Sales Coaching Calls

Boost motivation, deliver accountability, and stay connected to your ValueSelling Associate Expert, whether through live calls or though the mobile app, Go.Learn from Docebo.

ValueSelling LIO Coach and Share Portal

Social learning and formal learning combined: All in one LMS, ValueSelling LIO (Learn It Online). Spark a culture of continuous learning in your organization with the #1 enterprise social learning platform. ValueSelling Coach & Share brings social learning and content curation into a single, cohesive solution to provide a learning experience like no other.

A single place to ask questions:
Give thousands of people a single place to ask questions to your organization’s experts in real-time, encourage knowledge sharing, and drive collaborative learning.

Let our Experts shine:
Our ValueSelling Associates Experts share their knowledge. We capture insights and push out informal learning for others to learn in discussion forums, replicating the way information is shared on social media.

Don’t just rely on eLearning, leverage informal content, too:
Your learners decide what skills they want to develop, and LIO serves up related learning content to drive engagement and personal growth. See your most engaged learners in leaderboards and turn Q&A threads into engaging discussion boards.

Drive business productivity with online learning:
We encourage user-generated content to drive revenue. ValueSelling Associates can record webcams during webinars or screen-recorded demos, sales calls, success stories, strategies, and more—directly in LIO.

Share knowledge across your business:
LIO offers collaboration tools your salesforce needs to capture, share, and discover curated knowledge through social interactions across your organization.

Accessible at point of need:
Put ValueSelling Framework® knowledge in your salespeople’s hands whenever or wherever they need it—through desktop or mobile learning—and share information across remote teams within our social learning solution.