Keep it simple. Drive results.

What is ValueSelling?

Whether you’re an executive sales leader, sales manager, or sales rep, value-based sales training that utilizes the ValueSelling Framework® creates a common language for greater forecast accuracy, powerful deal reviews, and effective sales coaching. With value selling, you can quickly:

Accelerate your
sales results.

Realize higher
productivity.

Upskill your
entire organization.

Value Selling with the ValueSelling Framework®

ValueSelling Associates is the creator of the ValueSelling Framework®, a proven formula for accelerating sales results.

The ValueSelling Framework is a simple process to manage the conversation with prospects and customers, and develop a mutual understanding regarding how you and your organization can add value to the buyer and their business. With this conversational framework, you can compete confidently on value, not price, using a time-tested, easy-to-adopt methodology with decades of proven results.

The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. The Framework is the first and only methodology with a toolset integrated throughout the entire sales cycle. The toolset saves time, effort, and resources in all selling situations.

Armed with it, you can:

  • Rigorously qualify prospects and eliminate the “no decision” sales cycle
  • Efficiently prepare for sales calls
  • Ask the right question in the right order at the right time
  • Properly differentiate the breadth of your products and services
  • Build insightful prospect profiles that increase your credibility

Its simplicity allows you and your team to:

Increase Revenue

Increase revenue

Eliminate discounting

Eliminate discounting

Grow deal size

Grow deal size

Access Decisionmakers

Access team members

Grow bigger deals faster

Close bigger deals faster

Increase forecast accuracy

Increase forecast accuracy

For Sales Teams

Leveraging the ValueSelling Framework® as foundational sales training, we work with teams to create a revenue vortex. Accelerate the process of finding, qualifying, educating, selling and closing new opportunities.

All departments play a vital role in new customer acquisition and expansion of existing customers, yet they rarely share a common framework and language – until now.

ValueSelling Framework®:
Learn how to engage, qualify, advance and close opportunities through value-focused questioning techniques in this engaging instructor-led workshop. Customized for sales teams and customer-facing professionals.

Vortex Prospecting™:
Use this repeatable, cadence-based approach to land more meetings. Applicable to account-based, market-based, geography-based, or telesales.

Sales Account Planning:
Apply the ValueSelling Framework® to increase revenue from existing accounts and target new enterprise accounts.

For Leadership and Managers

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 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 a solution for leadership.

The ValueSelling Manager Coach:
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.

The Vortex Prospecting™ Manager Coach:
Learn the best practices in developing your team’s prospecting and qualifying skills. Then, reinforce the consistent execution of these skills with an implementation plan.

Custom Training:
on Account Management, Territory Management, Change Management and more.

For Digital Learners

Gain sales skills in a collaborative, virtual learning environment. In these uncertain times, sales quotas have not been reduced and business transactions have not stopped. In fact, it’s even more important that your sales organization is efficient and effective in engaging, qualifying, advancing, and closing opportunities.

ValueSelling Virtual Instructor-Led: ValueSelling Framework and Vortex Prospecting programs are available in a virtual, instructor-led training (VILT) format. Maintaining our customized and participant-centered approach, we keep learners engaged in a collaborative, virtual learning environment that includes:

  • Course customization to your industry and target customer
  • eLearning that sets the foundation for all learners
  • Weekly, virtual instructor-led training (VILT) sessions
  • Interactive workbooks to keep learners focused
  • Coaching guides that enable managers to coach, mentor and reinforce between virtual ILT
  • Microlearning reinforcement to solidify behavior change
  • Follow-up consulting and tools to measure and realize value
eValueSelling Fundamentals:
Familiarize yourself with the ValueSelling vocabulary, terms, processes, and concepts in less than 3 hours.

Executive Speak:
Increase your business acumen and financial literacy. Boost your confidence, engage with decision-makers and gain access to the corner office.

ValueSelling@Work:
Microlearning is the bridge between the classroom and your next sales call. Help your salesforce build skills, reinforce habits, and achieve results immediately following their training experience.

For Running the Play

Embed the ValueSelling Framework® into your existing CRM and daily sales process. There is simply no better way to manage your opportunities than to enable the ValueSelling Framework® in the application where your sales reps already spend time managing and tracking their opportunities, accounts, and contacts.

 

eValuePrompter®

The eValuePrompter® 6.4 is a cloud-based tool that integrates with any salesforce automation (SFA) or customer relationship management (CRM) system.