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Julie Thomas

Julie Thomas
Julie Thomas, President and CEO of ValueSelling Associates, is a noted speaker, author, and consultant. ValueSelling Associates delivers sales training and coaching that helps sales organizations compete confidently on value, not price. The company has been selected as a Top Sales Training provider by Training Industry and Selling Power, and the Gartner Magic Quadrant for Sales Training Service Providers. Get in touch at [email protected].

The Power of Human-to-Human Connection in B2B Sales

Last month, my latest book, The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, won the Business...

Selling to the C-suite: Asking Better Questions in Sales Calls

As I sat down to continue my series on selling to the C-suite, I challenged myself to identify a gap that both senior executives...
Access to the C-Suite

Selling to the C-Suite: Gaining Access

Why did you get into sales? ‍Most sellers can share eccentric stories about how they got into sales because it’s rarely a straightforward route. When…

Leveraging Financial Data in Sales: Pre-call Planning Done Fast, Done Right

When I was an undergrad at The University of Colorado Boulder, I went back and forth when it was time to declare a major....
A framework for effective sales outreach

Three Cold Email Templates that Generate Meetings, Not Spam Complaints

We’ve all had that neighbor. They’re the one you avoid when taking out the trash or collecting the mail because if you don’t, you’re in...

Best Practices for Prospecting in 2024

Between Christmas and New Year’s Day, I have a little tradition. I go through my inbox and unsubscribe from all the irrelevant marketing lists...
Sales Qualification

When a Sales Qualification Tool Isn’t Enough

What would you say if I told you Formula 1 drivers train by driving down the track, looking exclusively in the rear-view mirror? Or...

Your Playbook to Closing Crucial Deals in Q4

(Image courtesy of ValueSelling Associates) On October 31, Halloween was in full swing here in the United States. When I went to sleep that...
AI in Sales

The Secret to AI is the Key to Better Sales Calls

In early 2023, sales professionals worldwide logged into ChatGPT for the first time with the expectation that they’d never have to write sales messaging...

How to Use Sales Qualification Frameworks to Maximize Selling Time

Over the past several months, I’ve spent more time at my satellite office on the East Coast. It’s a beautiful location that sits along...

The Proven Playbook for Strategic Account Planning and Expansion

On the surface, strategic account planning seems simple. You have access. You have the relationships. And the customer has a vested interest in meeting...

Strategies for Selling to the C-suite

When you’re sick, what do you do? Google your symptoms, right? Instantly, you’re presented with a slew of information: A headache is most likely a...

Buyer-Centric Selling Explained: Six Best Practices

Recently, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location. In...

Why Sellers Need to Take a Value-Based Approach

Now is the time for the skill set, mindset, and tool set of ValueSelling In addition to the economic inflation we’re all facing, there’s inflation...

Successfully Engaging with Customers at Each Stage of the Buying Cycle

As B2B professionals navigate the realities of working from home, salespeople need to blend traditional selling skills with new capabilities to successfully engage, prospect,...

7 Key Habits of Customer-centric Sales Reps Revealed

Sales reps often wonder if there are specific traits and habits that top-performing salespeople possess? How do they focus on the customer to win...

These 6 Soft Skills Matter to Customers

Soft skills matter. They are especially crucial when companies encounter market uncertainty and rapidly shifting business needs, as we saw in 2020. To understand what...

Investment in Sales Coaching is a Long-Term Play, but Research Proves its Effectiveness

At ValueSelling Associates, we've recently completed a study that finds 67% of B2B companies that have a multi-year sales coaching program in place experience...

Is Your Sales Team Sabotaging a Well-Planned Customer Experience?

To create a positive customer experience, all points of contact with an organization should match the customer’s expectation. A well-planned customer experience results in...

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