An interview with Julie Thomas, President & CEO, ValueSelling Associates, Inc.
ValueSelling Associates has been a sponsor of the Stevie® Awards for Sales & Customer Service for nine consecutive years
We spoke with Julie Thomas, President & CEO of ValueSelling Associates. Julie will be presenting awards at the Stevie Awards for Sales & Customer Service gala in Las Vegas on February 24. She shares her thoughts and sales industry insights.
The 2017 Stevie Awards for Sales & Customer Service announced finalists on January 20. People's Choice Stevie Awards for Favorite Customer Service voting is now open through February 10. If you missed the Sales & Customer Service entry deadline this year, check out The American Business Awards Customer Service Awards categories.
What does ValueSelling do?
ValueSelling Associates offers its customers a conversational, question-based sales methodology that is simple, logical and scalable. We offer customized training on the ValueSelling Framework®, interactive reinforcement tools and consulting services that empower sales organizations around the globe with a proven formula to qualify prospects, accurately forecast and close more deals. We work with business-to-business sales organizations who are working to improve their sales productivity. Some of the challenges that we address with our clients include reducing discounting, improving forecast accuracy, more effective qualification, and selling the breadth of the product line.
What is the organizational vision?
The vision is to continue growing our well-respected global business. We’re motivated by our clients’ results. Witnessing the effectiveness of the ValueSelling Framework when working with world-class sales teams such as Adobe, Alere, Kamstrup, Autodesk, Cisco, Google, Monster, NCR, Rockwell Automation, Servicemax, Siemens, and ServiceNow, keeps us fired up.
We invest in and integrate the most current adult-learning concepts into our customized classroom instruction, on-demand courseware and tools, leading to thousands of participants each year developing skills that measurably increases sales productivity. We know adults learn more when they are having fun, so we strive to deliver unique and exciting experiences for our clients.
What sets your company apart in your industry?
The ValueSelling Framework is easily applied to complex B2B sales. Our methodology gives you a framework to have a conversational, question-based dialogue. So, instead of pitching, you’re engaging. Instead of presenting solutions, you’re collaborating and competing based on value, and by that, I mean the value confirmed by the individual and the organization.
How did you first become acquainted with the Stevies?
I met Michael Gallagher, President of The Stevie Awards, over 10 years ago. We became involved with the Stevie Awards at the very beginning. We welcome the opportunity to recognize our clients’ individual and organizational impact through this prestigious organization.
What’s it like for your clients to win the Stevie Award?
We put a lot of thought into which clients to nominate for the Stevie Award for Sales & Customer Service. It’s thrilling to be with them at the gala in Las Vegas, celebrating their achievements. There are high fives, champagne toasts and lots of celebrations when the awards are announced. Our clients prove time and again the power of the ValueSelling Framework and correlate that to their outstanding results. During the Gala, we get an opportunity to toast and applaud their dedication and successes.
What inspires you to continue your work?
It’s fun! Each organization is unique. There are many different challenges: meeting revenue numbers, forecasting more accurately, growing strategic accounts, and difficulty accessing high-level executives, among others.
What’s inspiring is watching how our team and the ValueSelling Framework methodology is a wonderful solution to enabling our clients to resolve their business issues. It’s transformative, not only for individuals, but for entire teams and organizations. We pride ourselves on enabling the entire organization to wrap around our framework, create a common language and leverage a common toolset. When everyone inside a company is focused on value for their customer, then, they are well positioned to develop long-standing customer relationships.
What changes do you expect in your industry in the future?
Over the past few years, we’ve seen a lot of emphasis on sales software solutions and technology tools such as sales asset management and marketing automation platforms. Used well, these are great tools for supporting the sales effort.
Another key trend is the increase in inside sales – not telemarketers, but true inside sales professionals who build relationships and sell products and services solely over the phone and the web. The tools and techniques to become proficient and communication are different when you never build a face-to-face relationship. That said, the inside sales professional will continue to need and leverage a successful sales methodology.
In the end, it comes down to people connecting with people virtually and social selling is a technique that is needed by sales, but success in sales requires having real conversations either in person or by phone about the business issues and problems a buyer is facing.
On-demand courseware will become more prevalent, but the critical success factor will be presenting information in a way that keeps adults tuned in. That means smaller chunks of learning and just-in-time learning. That’s why our eLearning modules include interactive quizzes and scenarios. It’s not enough to just show a canned video or slide with a talking head. Gamification and user-centric learning is here to stay.
Given the uncertainty in the world, I expect that businesses are going to seek tried and true solutions. For over 25 years, the ValueSelling Framework has been helping organizations around the world maximize their sales productivity, better qualify prospects and improve win rates.
Is there an inspirational story related to your organization that might appeal to our blog readers?
Market Track, the leading provider of timely market intelligence solutions serves more than 1,700 brands, retailers, manufacturers, and agencies. Market Track supports clients with comprehensive analysis of the advertising, promotional, and eCommerce landscape to optimize engagement with consumers throughout their purchase cycle.
Business Issue: How do you get an entire sales team on the same page with a single methodology given the requirements of a steep growth trajectory and the continual addition of new sales professionals with various sales training and backgrounds?
Problem: In 2008, Market Track’s value proposition was murky. There was no proactive client or prospect engagement. The close rate low.
The management team knew sales would fuel future growth plans. And because the sales team was selling an intangible—tech-enabled service—they had to sell on value. Market Track called on ValueSelling Associates to install a sales methodology that could be implemented consistently to drive rapid growth.
Solution: Market Track has quintupled its revenue since adopting ValueSelling Associates’ proprietary sales methodology. Such sales improvements have allowed the firm to make 11 acquisitions in 8 years and broaden its portfolio.
The resulting, expanded organization successfully integrates new sales executives and managers with a consistent methodology and approach across each of the acquisitions so the company is supported, not stymied by additional team members.
Market Track's overall adoption is stellar because the sales methodology and tools are easy to apply in a war room or deal review. With a common sales process, the team maximizes their weekly gatherings, sharing best practices—new templates, better conversations, more innovative strategies—all honed to engage Market Track’s buyers.
Market Track continues to organically grow as they keep a pulse on their clients’ advertising, promotion, and eCommerce initiatives. In 2016, the firm had its best first half ever. Justin Hartanov, Market Track EVP (recently appointed to lead Market Track’s international expansion) and 10-year ValueSelling practitioner, swears by his team’s consistent practice of ValueSelling principals.
To learn more about ValueSelling, visit http://www.valueselling.com/