ValueSelling Associates, Inc.

As a woman-owned and woman-led company, #IWD2025 has a special place in our hearts. We know that leadership, growth and success start with bold vision and unwavering commitment—and no one exemplifies that more than our President & CEO, Julie Thomas. Julie’s leadership set a new standard for integrity, trust and customer-centric growth. She is a champion of transformation, a mentor to many and a role model for women in sales and leadership. Today, we celebrate her impact and the impact of all women who create, innovate and lead with purpose.

On this International Women's Day, name a Global Sales Training Company that is woman-owned and women-led AND has won a Top Sales Training Company Award for 16 years IN A ROW.... ValueSelling Associates, Inc. !! ?? Thank you to our amazing clients, to Training Industry, Inc., to Julie Thomas, and all of my ValueSelling colleagues for all the hard work that leads to these great results! #IWD2025 #sales #training #awards #liftaswerise #leaders Natalie Pitchford Candice October Elizabeth Roche Ellen Cleary Dawson Wynne Nalliby Haddad Cela Dominique HANS Tricia Cleary Raphaelian Marilyn Janas Julie Bregen Chris Merullo Laurie Brown Kate Cook Lorin Yeater

Are You Tracking Too Many KPIs? Here’s How to Focus on What Really Matters Sales leaders often fall into the trap of tracking too many KPIs, making it difficult to distinguish correlation from causation and pinpoint what’s actually driving success. If you're overwhelmed by metrics, it’s time to refine your approach. How to Streamline Your KPIs for Greater Impact Prioritize What Moves the Needle - Not all KPIs are created equal. Rank your current metrics based on business impact. Which are truly mission-critical? Which directly influence revenue growth and forecast accuracy? Establish Meaningful Baselines - Take a key metric—like new opportunities created each week. Instead of measuring volume alone, assess quality by comparing opportunities against your Ideal Customer Profile (ICP). Then, track the progression speed through your pipeline to gauge efficiency. Adapt Based on Insights - If deals are stalling, don’t just push harder—analyze deal profiles, buyer segments, and success patterns. Are there specific scenarios that consistently lead to faster conversions? Leverage lookalike modeling to refine your targeting and optimize pipeline velocity. By focusing on fewer, more strategic KPIs, you can make data-driven decisions that improve forecast accuracy, accelerate sales cycles and drive predictable revenue growth. Watch this video for deeper insights: https://lnkd.in/gZ9F75Js #SalesLeadership #KPIs #RevenueGrowth #ValueSelling

Are you mistaking busy for productive? ?? It's a common trap! Being busy doesn't automatically equal productivity. Productivity, on the other hand, is about focusing on the tasks that truly matter and achieving tangible results. It's about working smarter, not harder. Here are some tips to help you shift from busy to productive: ? Prioritize your tasks: Identify your most important goals and focus on the tasks that will help you achieve them. Get those done first! ? Eliminate distractions: Turn off notifications, close unnecessary tabs, and create a dedicated workspace. ? Time block your day: Schedule specific times for specific tasks and stick to your schedule. ? Take breaks: Get up and move around every hour to avoid burnout and stay focused. ? Delegate: Don't be afraid to ask for help. If someone else can do a task just as well, delegate it to them. Remember, productivity is not about doing more, it's about doing what matters most. What are your favorite productivity tips? #Productivity #TimeManagement #WorkSmarter #ValueSelling

Congratulations to our clients who have enjoyed tremendous success in the 2025 Stevie Awards for Sales and Customer Service! The Stevie? Awards for Sales & Customer Service are the world’s top honors for customer service, contact center, business development and sales professionals. The Stevie Awards organizes nine of the world’s leading business awards programs, also including the prestigious American Business Awards? and International Business Awards?. ? Winners will be celebrated during a gala event attended by more than 400 professionals from around the world at the Marriott Marquis Hotel in New York City on April 10. On behalf of everyone here at ValueSelling Associates, congratulations to the following organizations and leaders on this well-deserved recognition—your commitment to your customers and your teams is a continual inspiration! - The GHD Digital team, whose nominations were based on the trailblazing efforts of Alison Carden, PMP and Roland Griesmayer. - The Readymode team, whose nominations centered on the standout leadership of Rob Auld and Lynda Phillips. - The Trend Media Group team, whose nominations showcased the incredible efforts of Mark Corrigan, Kishner Cowell, Doreen Emmanuelle Auguste, Sean Philip and Omari Jackson. - The Year Up United team, whose nominations highlighted the impactful achievements of Susan Murray and Rowetta Roberson, MBA. We'd also like to announce the winner of ValueSelling’s Excellence in Strategic Sales Enablement Award—Congratulations, LiveRamp! This award recognizes the LiveRamp Team, led by Bernard Ho and Daria Kendall Willis, MBA, for its role in embedding a value-based mindset across the revenue organization and helping to drive four consecutive quarters of double-digit growth.

The Forbes Business Council asked 20 professionals their best strategies to enhance the customer experience with data and technology. Strategies we love: ?? Integrate AI into existing workflows ?? Collect and structure your data first ?? Leverage personalization Our CEO, Julie Thomas, suggested improving the skills of frontline professionals for a frictionless sales experience. “A key strategy is to leverage technology to improve the skills of the frontline professionals interfacing with customers. Generative AI can be used for coaching, feedback and simulation that allows professionals to practice and obtain real-world dynamic feedback on their behaviors. Customers will benefit from a frictionless experience when interacting with well-prepared professionals.” Read more: https://lnkd.in/enJ7VNr9

Mergers and acquisitions create uncertainty—particularly for sales teams, who are essential to sustaining revenue, nurturing customer relationships and translating the new organization’s vision into action. We’ve seen firsthand how using a value-based approach turns uncertain times to periods of tremendous growth and innovation. Our ebook explores six areas sales leaders must address to empower their sales teams to become powerful agents of change. Download your copy here: https://lnkd.in/g9_e872g

Less than 10% of leaders in many companies fully grasp their business model. Refine your understanding of the business model and recognize your role in driving improvements over time to make informed decisions that enhance organizational value. https://lnkd.in/gsAPpJum

“Adding value arises not just from solving a problem, but from solving the right problem, in ways that no one expected, to arrive at an even better outcome.” How do leaders cultivate an environment centered around adding value? 4 Types of Thinking Leaders Need to Teach and Practice - Expert Thinking—Deep knowledge and experience in a specific field. It helps solve problems quickly and accurately by recognizing patterns. This is useful when a clear solution based on prior experience exists. - Critical Thinking—Questioning assumptions and evaluating information quality. This type of thinking helps when experts disagree or traditional solutions fail, encouraging deeper insights and more innovative approaches. - Strategic Thinking—Long-term goals and imagining future possibilities.? It allows leaders to move beyond current limitations and envision better outcomes. It’s useful for big decisions that shape future directions and when anticipating market changes. - Systems Thinking—Understanding interconnectedness within a system.? It helps identify patterns and relationships across elements. It’s key for dealing with complex situations and designing solutions that account for all factors, often requiring visualization tools to grasp the full scope. Read more in Harvard Business Review: https://lnkd.in/gdHC2NBd

What's holding your GTM teams back? Ineffective outbound, inconsistent qualification, substandard discovery and sloppy differentiation. The bad news is that these challenges are prevalent across teams of varying sizes, from manufacturing to SaaS. The good news is that these are skill-based challenges. Yes, you read that right—that's the good news! Why? Coaching solves all of them. If you can coach effectively at scale, that is. Meet Cate: your reps’ new AI sales coach who... ?? Works side-by-side with each rep like a human coach—setting a goal to work towards, building a coaching plan and delivering the plan within the rep's workflow and timeline. ?? Acts as an extension of the management function, operating independently or in partnership with leaders to drive consistent, relevant and measurable improvement. An incredible 73% of reps report that they receive ZERO consistent coaching. It's time to give them a business coach whose plan is relevant to your business, your goals and your reps. Intrigued? Visit our partner Replicate Labs and sign up for the waitlist. Be sure to tell them ValueSelling sent you: https://lnkd.in/g3XybnfJ