Company: ValueSelling Associates Inc., Carlsbad, CA
Company Description: ValueSelling Associates is the creator of the ValueSelling Framework®: The sales methodology, training and toolset that aligns your revenue engine with a common language, enables sales professionals to compete on value, not price, and saves time in all selling scenarios. Since 1991, ValueSelling has helped thousands of sales professionals achieve results they never thought possible.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Customer Service or Sales Book of the Year
Nomination Title: The Power of Value Selling: Sales Book of the Year
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the features, functions, benefits, and results to date of the nominated product or service, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
written answers below
- Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 223 words used.
In the face of rapidly advancing AI-based tech, The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life is the indispensable guide to forging human-to-human connections and building buyer confidence.
At its heart, the book explores one simple truth: How we sell is just as important as what we sell. Backed by years of research and based on practical experience gleaned by working with hundreds of thousands of sales professionals worldwide to improve the efficacy of their selling motions, this field-honed guidebook provides salespeople with:
- A simple, repeatable process for finding, qualifying and closing sales
- A framework to create human-to-human connections in sales, have better business conversations and build buyer confidence
- A proven blueprint for aligning your company’s revenue engine to drive customer value, customer retention and revenue results
The Power of Value Selling’s true power lies in its applicability and adaptability – this is not a rip-and-replace approach meant only for sellers. It’s equally valuable for all customer-facing roles that impact revenue growth.
For new customer-facing employees, it provides a proven playbook for accelerating revenue results – while seasoned rainmakers will find efficient tweaks to incorporate into their existing routines and a framework for organizing best practices. Most importantly, it showcases the company-wide benefits of a common language and process on the employee and customer experience.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 46 words used.
- If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:
The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life by ValueSelling President and CEO Julie Thomas was released on September 20, 2023.
- Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 348 words used.
The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life has been incredibly well received by the B2B sales community, outperforming expectations, earning industry accolades and generating tremendous buzz among industry journals, podcasts and thought leaders. In the first month of its release, it sold more copies than our previous book – ValueSelling: Driving Up Sales One Conversation at a Time – did in its first year. Over the following four months, it would go on to earn the following accolades:
- 2023 Top Sales Awards Book of the Year - Gold Winner
- #1 New Release in both Business Sales and Customer Relations on Amazon
- Porchlight Best Selling Business Book
- Selling Power Highly Recommended Book
- Lioness Book of the Week
In addition to the above recognition, leading influencers posted about the book and several media outlets published articles and recorded podcast episodes based on the book’s content:
Articles:
- Harvard Business Review
- The International Journal of Sales Transformation
- Training Industry
- Top Sales Magazine
- Association for Talent Development (ATD) Magazine
- Selling Power
- Forbes Council Executive Library
Podcasts:
- Sales Pop Podcast
- Sales and Marketing Management
- The Win Rate Podcast
- Scale Your Sales
- Conversations with Women in Sales
- Thrive Podcast
- The Ultimate Sales Podcast
- Daily Sales Tips
- Sales is King
- The B2B Revenue Executive Experience
We’re grateful for the awards and industry recognition that The Power of Value Selling has received, and the most impactful feedback has come from its readers:
- “A fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching.” - Richard Eldh, Former EVP WW Sales, Gartner, Inc. and Founder Emeritus, SiriusDecisions, Inc.
- “Simple. Impactful. Relevant. This practical playbook for human-to-human connection will become the standard for customer-obsessed companies.” - Melissa Widner, CEO, Lighter Capital
- “The Power of ValueSelling makes it easy for your clients, sales team and company to generate scalable, profitable revenue. It will be one of the best decisions you will ever make.” - Tim Marken, Managing Partner, Leonidas Strategy Group and Former CGO, Boston Globe Media
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