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Value Prime Solutions - Sales Training Practice of the Year

Gold Stevie Award Winner 2018, Click to Enter The 2019 Stevie Awards for Sales and Customer Service

Company: ValueSelling Associates, Rancho Santa Fe, CA
Company Description: ValueSelling Associates equips B2B sales professionals to compete on value, not price, using a time-tested methodology with proven results. Our expert Associates create custom sales improvement training delivered globally in over 12 languages. With ValueSelling sales professionals get the tools, skills and processes to effectively qualify, advance and close more sales with higher margins.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Training Practice of the Year

Nomination Title: Value Prime Solutions, Rochester, NY, USA

Tell the story about what this nominated organization has achieved since the beginning of July 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Value Prime Solutions (VPS) is a sales training and marketing enablement company focused on leveraging the ValueSelling Framework® to help companies beat their targets. VPS provides clients with real-time insight into how to most effectively combine sales process, methodology and skill enhancement to capture market share and increase revenue.

Breaking Trail from the Get-Go

Rick McAninch and George Kavanagh served as sales leadership at Harris Corporation, and hired Lloyd Sappington to conduct sales training. When Lloyd decided to expand his one-man show to what is today known as ValueSelling Associates, Rick and George formed KMA in 1998 and signed on as the first associates.

Expanding the Mission

At the beginning of 2017, the proven and successful KMA team brought Chad Sanderson and Tonja Husak onboard as business partners. Together, they formed a new entity, Value Prime Solutions, and expanded the mission from sales training, coaching and consulting to include the latest in prospecting and marketing enablement.

By the end of the year, Value Prime Solutions had grown over 50% with a pipeline to ensure 2018 will continue the company’s hyper-growth rate.

A Thought Leadership Approach

As part of the ValueSelling Associates family, Value Prime Solutions has made its mark with an aggressive thought-leader approach, including:

-Producing the B2B Revenue Executive Experience podcast, an ongoing reinforcement tool dedicated to helping executives accelerate their sales and marketing teams to optimize growth
-Formalizing, developing and spearheading the launch of ValueSelling Associates’ newest program, Vortex Prospecting™, and installing it globally at Adobe
-Taking the proven ValueSelling Framework® and combining it with a team and process design, enabling corporate leadership to facilitate a seamless sales experience for buyers

The Vortex Advantage

One company whose sales team went through Vortex Prospecting increased average deal size by 8% in the first quarter after attending the training.

After installing Vortex Prospecting at Adobe throughout the Americas, EMEA and APAC, participants remarked:

“My team has set more meetings in the two days of class than in the last quarter.” - Sales Manager, Adobe

“Best training of my professional career. The workshop made me understand how to effectively prospect without being seen as a just a sales rep.” – Sales Development Representative, Adobe

Getting Results

What sets Value Prime Solutions apart is its 20 years of experience with ValueSelling Associates coupled with more than 12 years of experience working with global companies to create ‘frictionless experiences’. Value Prime Solutions enables clients with a proven framework for sales and architects sales processes using the best practices in design-thinking, motivational design and customer experience to create sales organizations buyers WANT to and ENJOY working with. Value Prime Solutions also offers a deep understanding of social selling and digital marketing, sharing its expertise in a recent ebook titled How to Drive Sales Results with Social Media and the Power of Storytelling.

All this hard work has been recognized within ValueSelling Associates. Chad Sanderson received the Rookie of the Year award, presented by Julie Thomas, President & CEO of ValueSelling Associates at the 2017 Annual Associate Meeting for his significant contribution to enhancing the ValueSelling brand.

Rick McAninch was inducted into the Circle of Excellence, which recognizes Associates who have made the largest contributions to promoting the ValueSelling Framework.

“Rick specifically made a big difference. The professionalism and approach of Rick and the Associates he brought in is what made it click.” – Robbie Traube, VP Strategic and Vertical Accounts, NA Adobe

Value Prime Solutions has made a difference working with clients such as Adobe, Alere, Autodesk, Blackbaud, Cisco, Citrix, Dun & Bradstreet, Expedia, Google, Mentor Graphics, Microsoft, Salesforce, Siemens, Sungard, United Healthcare, and more with measurable results, including:

  • 5x revenue increase since adopting ValueSelling
  • 3x revenue growth since adopting ValueSelling
  • 138% increase in conversion rates
  • 33% increase in gross sales
  • 32% increase in new business quarter over quarter
  • 22% increase in productivity