Julie Thomas

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, negotiate, and close deals with customers virtually. Sales leaders understand the winning sales behaviors in this environment, but they are...

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 more consistently and more often? These are some of the questions we set out to uncover with our latest research....

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 skills and areas of focus helped companies respond to crisis, ValueSelling Associates, Inc. and Training Industry, Inc. surveyed 256 U.S....

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 high revenue growth. In addition, the research found that 60% of high-growth companies use coaching as an integrated part of a...

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 a delighted customer and also influences them to do more business with your organization. Customer experience is composed of many touchpoints...

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