ValueSelling Associates, Inc.

A huge congratulations to GHD Digital and the Govstack sales team for earning three Silver Stevie Awards in recognition of their outstanding achievements in sales and client success: - Sales Management Team of the Year - Achievement in Value-Based Selling Techniques - Government Sales Team of the Year GHD Digital has been at the forefront of helping government and public sector organizations navigate complex challenges through technology-driven solutions. By embracing value-driven selling and a strategic sales transformation, their team has strengthened relationships and delivered impactful, scalable solutions. Please join us in celebrating GHD Digital’s incredible achievement! Tony Cascio, ICP-ACC #StevieAwards #SalesExcellence #GovernmentSales #Leadership #PublicSector

We're incredibly proud to partner with the Govstack sales team. Congratulations on your tremendous success in the 2025 #StevieAwards!

B2B buyers are more informed than ever, causing companies to invest in buyer enablement strategies that empower the buyer based on their individual prospect journey. Whether it’s tools, resources, guides or demos, businesses can refocus their sales strategies to meet the new way of buying. Here’s how major companies are adapting their strategies: https://lnkd.in/dg5G285A

4 Ways AI Is Shaping Sales (They Might Surprise You) Enhanced Buyer Intent Signals: AI will improve the identification of buyer intent by scanning social networks and web data, enabling more targeted outreach. Better Data: AI ensures data quality by cross-checking sources and predicting data confidence, allowing for more accurate and up-to-date contact information. Sharpened Outreach: AI-driven tools will enhance messaging, personalize offers and refine sales interactions, fostering stronger sales-marketing alignment. Precision and Persuasion: AI's advancements in predictive and generative capabilities will redefine B2B sales by enabling more targeted communications and streamlining tasks. https://lnkd.in/g5P7SpKS

Navigating a merger or acquisition with your sales team is a big opportunity for growth, but without a clear plan or strategy, you could risk not only losing customers but also your top-performing people. Explore strategies to maintain customer trust, minimize churn during transitions and empower your team: https://lnkd.in/g9_e872g

How to Break the Used Car Salesperson Stereotype ?? The discomfort buyers feel stems from pushy sales tactics. Focus on building relationships. ?? Overcoming objections should be approached with empathy, rather than a one-size-fits-all strategy that may alienate potential customers. ?? Genuine interest in the buyer's needs and concerns can transform the sales experience and lead to long-term relationships rather than just immediate sales.

4 Strategies to Engage Hyper-Informed Buyers Modern B2B customers are tech-savvy, data-driven, and independent. They leverage AI to conduct thorough research before engaging with sales teams. How to engage them: 1?? Building Trust: Sellers should be transparent and adopt a consultative approach that aligns with the buyer's process. 2?? Value-Based Selling: Sellers must clearly demonstrate the tangible value their products or services offer, aligning solutions with buyers' specific needs. 3?? Leveraging Technology: Utilizing AI-powered tools to anticipate buyer needs, provide personalized insights and ensure seamless buyer-seller interactions. 4?? Fostering Long-Term Relationships: Providing ongoing value post-sale can help retain well-informed buyers who tend to be loyal after making informed decisions. Read more: https://lnkd.in/g--jb67c

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