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 julie.thomas@valueselling.com.
Why Sales-to-Customer Success Handoffs Fail: The Gap Only Training Can Fix
Most revenue leaders know misalignment between teams is a problem, but they underestimate how costly it actually is. Disjointed B2B teams can cost companies...
Why Global Sales Training Initiatives Fail
When most global sales training initiatives fail, the system itself is rarely the problem. The plan might be sound, the facilitators engaging, and the content…
AI Sales Coaching vs. Human Sales Coaching: The Hybrid Approach That Drives Results
Here’s the challenge most sales leaders know too well: You need to coach more reps, more frequently, with fewer resources than ever before. Your...
Creating Urgency in Sales Without Pressuring Buyers
Earlier this month, I had the privilege of celebrating our clients' success at the Stevie Awards for Sales and Customer Service. The awards gala...
How Top Sellers Turn Discovery into Business Value (and Why Finding “Pain” Isn’t Enough)
Most sellers stop when they uncover a problem. The ones who win high‑value deals connect problems to strategic business issues and quantified value.
How To Build Relationships With Sales Leads: 5 Strategies
When you prioritize understanding over pitching and position yourself as a strategic partner, you differentiate yourself in a crowded marketplace.
Planning a Sales Kickoff Meeting That Drives Commercial Impact
If you’re planning your SKO, launching a sales training initiative or looking for an outside speaker to energize your GTM teams, let's talk. Years...
AI Sales Coaching: The Playbook for Continuous Skill Development
Without consistent reinforcement, sales training initiatives fade from memory within weeks. When used as part of a larger structured learning journey, AI coaching changes...
How Top Performers Accelerate Sales Cycles
Moving deals forward with urgency requires an executive mindset, keen insight into a prospect’s business and the ability to position yourself as a trusted advisor.
Sales Forecasting Techniques That Drive Pipeline Predictability
In today’s landscape, sales leaders need precision, not hope—that’s why the smartest organizations are refining their sales forecasting techniques and anchoring their strategy in...
Sales Prospecting That Converts Outreach Into Opportunity
You know the challenges all too well: AI tools flood the market with mediocre messaging, competition is growing and decision-makers are more skeptical than...
Reimagining the Buyer’s Journey with Customer-Centric AI and Human Connection
When today’s buyers initiate contact with a company through its website, they’re expressing interest and opening the door to a conversation. For Readymode, a...
Resilience Through Strategic Sales Enablement: Part 2
Last month, I examined a critical question that all revenue teams should ask themselves: During periods of economic headwinds, what enables some companies to...
Resilience Through Strategic Sales Enablement
As many of you know, ValueSelling has a satellite office in Charleston, South Carolina. At the time of writing, spring is in full swing—it...
Value-Based Differentiation Protects Margins and Wins More Deals
Do me a favor: Close your eyes and think of the word “sales.” What image comes to mind? From my experience, nine out of ten...
Aligning to the Buyer’s Journey: A New Sales Imperative
If you’ve used a computer in the past five years, you’ve run up against a reCaptcha test—those prompts to prove your humanity, which often...
The Five Most Impactful Sales Insights of the Year
Two weeks ago, I was on my habitual morning walk, following a winding path along the river outside the ValueSelling satellite office in Charleston,...
AI + Sales Coaching: New Research Demonstrates Benefits
In the rapidly evolving landscape of sales, businesses are increasingly turning to artificial intelligence (AI) to supercharge their coaching and development programs. Recent research...
How the Best Sales Leaders Balance Empowerment with Accountability
Everyone's talking about it: AI is the next Industrial Revolution. For me, the jury is still out. Still, the comparison got me thinking. I recalled...
Real-Life Lessons from 350 Revenue Executives
Over the last five years, we've sat down with more than 350 sales and marketing leaders on our podcast, The B2B Revenue Executive Experience....