From Sales Teams and Marketing to Leadership and Managers

 

ValueSelling courses are available as stand-alone units and as modules, ranging from an hour to a full day, that are easily integrated into the core ValueSelling Certification workshop. To maximize your investment, we can include company-specific case studies that connect the skills training with the learner’s environment, role, and/or target market.

 

Accelerate Sales Results

ValueSelling Associates is the creator of the ValueSelling Framework®, a simple, conversational framework that helps you to compete confidently on value, not price, using a time-tested, easy-to-adopt methodology.

 

Realize Higher Productivity

Based on simple, repeatable steps that fit into your existing sales routine, the ValueSelling Framework is the first and only methodology with a tool set integrated throughout the entire buying cycle. 

Upskill Your Organization

In a world where everyone “sells,” leading enterprises use the ValueSelling Framework throughout the enterprise as a common language for a frictionless customer experience, greater forecast accuracy, powerful deal reviews, and more effective coaching.

 

Tailored Training Experience

Each ValueSelling course leverages the same language and framework, making it accessible for learners who need to quickly grasp concepts, gain skills, develop habits that increase sales productivity, and accelerate your revenue engine.

You want more customers, higher margins, more market share. Your shareholders demand more value, more return. Your employees want a clear vision and culture that recognizes their achievements and provides them with the opportunity to grow and excel.

Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have the solution.

Gain essential tips to ensure your success by coaching your teams to maximize the ValueSelling Framework® in pre-call planning, post-call debrief, creating demand, and closing the deal. As a manager, you play a pivotal role in driving adoption of the ValueSelling Framework®, shaping and participating in sales training, inspecting, and measuring progress, and coaching individuals to meet quota.

Now that the initial ValueSelling Framework® workshop is done, it’s time to see change happen: Team members transformed from pitching to engaging; habits built; results realized. And manager-driven reinforcement is where the rubber hits the road.

Coaching the ValueSelling Framework® for Managers is the perfect way to blend ValueSelling concepts into your organization and existing sales processes.

Training Options: In-Person and Virtual Sessions
Program Duration: 1 Day or 2 to 3 4-hour Virtual Sessions

Course Outline:

  • Manager’s Role in Adoption
  • Integration into the Management Process
  • Process Implementation Plan
  • The Coaching Process:
    • Skill: Reviewing Plan Letters
    • Skill: Assessing Opportunities
    • Skill: Pre-call, Next-call ValuePrompter®
    • Skill: Live/Field Observation
    • Skill: Constructive Feedback
    • Skill: Coaching ValuePrompter®

Learning Outcomes:

  • Integrate the ValueSelling Framework® into the management process
  • Best practices for coaching and tools to use as you provide feedback to sales reps 
  • Create a tailored and manageable daily, weekly, monthly, and yearly implementation plan 
  • Align with business metrics and measure the right things to show a return on investment 

Training Options: In-Person and Virtual Sessions
Program Duration: 1 day or 2 to 3 4-hour Virtual Sessions

Course Outline:

  • Vortex Prospecting™ Recap
  • ValueSelling Framework® Recap
  • Setting a Coaching Baseline
  • 6 Principles for Coaching ValueSelling
  • 3 Barriers to Performance Development
  • The Coaching Process:
    • Skill: Giving Constructive Feedback
    • Skill: Coaching Credibility Introductions
    • Skill: Coaching Call Introductions
    • Skill: Creating a Value Story
    • Skill: Monitoring Activity
    • Skill: Time Blocking: Your Secret Weapon

Learning Outcomes:

  • Demonstrate an understanding of Vortex Prospecting™ fundamentals and process
  • Develop and support your teams prospecting and qualifying skills
  • Reinforce your team’s consistent execution of these skills through an implementation plan

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, or 4-hour Sessions

Course Outline:

  • Transform how to give salespeople feedback
  • Show gratitude to increase motivation
  • When to be a manager vs. a coach

Learning Outcomes:

  • Identify when coaching is needed
  • Directives checklist

ValueSelling can design workshops on various topics. Some examples include:

  • Territory Management
  • Change Management
  • Team Selling
  • Customer Retention
  • Sales Writing

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour Sessions

Course Outline:

  • Manager’s Role in Adoption
  • Integration into the Management Process
  • Process Implementation Plan
  • The Coaching Process:
    • Skill: Reviewing Plan Letters
    • Skill: Assessing Opportunities
    • Skill: Pre-call, Next-call ValuePrompter®
    • Skill: Live/Field Observation
    • Skill: Constructive Feedback
    • Skill: Coaching ValuePrompter®

Learning Outcomes:

  • Integrate the ValueSelling Framework® into the management process
  • Best practices for coaching and tools to use as you provide feedback to sales reps 
  • Create a tailored and manageable daily, weekly, monthly, and yearly implementation plan 
  • Align with business metrics and measure the right things to show a return on investment 

A unique opportunity for your sales trainers to become certified facilitators of the ValueSelling Framework®.
With certified facilitators, you can make your organization self-sufficient, while still being able to engage your ValueSelling Associate if needed. ValueSelling Associates has designed a proven four-step process to certify sales trainers and enable organizations to effectively implement the ValueSelling Framework.

Training Options: In-Person and Virtual Sessions
Program Duration: 1, 2-day Workshop

Requirements:

The ideal candidate to facilitate ValueSelling to client sales organizations has the same key attributes of all ValueSelling facilitators:

  • Successful sales professional who has used ValueSelling effectively at some point in his or her career
  • Top notch facilitation skills to engage and motivate the learner to adopt the ValueSelling Framework®
  • The ability to role model and coach the ValueSelling Framework® both within the classroom and in real-world situations

Evaluation Criteria:

Each candidate will be “scored” during the solo audit step of this process on:

  • Knowledge of ValueSelling material
  • Storytelling ability
  • Application of the Qualified Prospect Formula®
  • Energy and credibility

A separate train-the-trainer license is required for clients interested in bringing the facilitation of ValueSelling in-house.

Contact us for your custom program!

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We’re here to listen and help.