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The Power of Value Selling

The Gold Standard to Drive Revenue and Create Customers for Life
Julie Thomas(Autor*in)
Wiley (Verlag)
1. Auflage
Erschienen am 11. September 2023
256 Seiten
ePUB mit Adobe-DRM
978-1-394-18258-9 (ISBN)
19,99 €inkl. 7% MwSt.
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Build strong connections to accelerate sales results

In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you'll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments.

This actionable guide to improved business conversations--ones that build trust and human-to-human connections--enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You'll also find:
* Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales
* Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars
* Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework
* Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience.

An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.
JULIE THOMAS is the President and CEO??of ValueSelling Associates, an award-winning sales methodology and training company. She's also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.
Foreword--The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv

Introduction: The More Things Change, the More They Stay the Same xix

I Why ValueSelling, Why Now 1

1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) 3

2 How You Sell Is Just as Important as What You Sell 13

3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21

II Put the Pro Back in Sales Professional 31

4 People Buy from People: Building Credibility, Trust, and Rapport 33

5 Think Like an Executive 51

6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63

III Create Sales Opportunities You Can Win 81

7 Earn Time on Their Calendar 83

8 Uncover Business Problems Worth Solving 109

9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125

IV Enable the Buying Process 139

10 Reverse Engineering the Buying Process 141

11 Speak Value to Power 153

12 Handling Objections and Negotiating on Value, Not Price 169

V Cement Customer Relationships 185

13 Land and Expand: Strategies for Account Penetration 187

14 Creating Brand Advocates and Customers for Life 197

Notes 211

Acknowledgments 217

About the Author 221

Index 223

Praise for Power of? Value Selling

"Julie is a brilliant innovator, teacher, and leader in the most critical skill needed for success: How to sell with integrity. Julie's book ensures you are prepared to overdeliver for the customer despite the economic, technological, and environmental factors driving change. Its customer-centric approach puts the buyer at the core of every conversation. It guides the seller to proceed with the buyer to capture value, resulting in predictable, profitable growth. Having value selling as an integral part of your GTM initiatives is critical to your sales organization standing above your competitors. Generating scalable, profitable revenue takes a work. Make it easier by incorporating value selling in your sales process. It will be one of the best decisions you will ever make."

-Tim Marken

Managing Partner, Leonidas Strategy Group

"The magic for B2B companies happens when sellers align with buyers' actual needs to deliver real value and career-changing results. Julie teaches it in a way that is straightforward, arming readers with structure to apply in every customer conversation. The ValueSelling methodology distills the complexity of modern selling in a way that works for organizations of all sizes and across industries. Sellers benefit at any stage of their career. The ValueSelling framework up-levels every interaction to naturally accelerate better outcomes and deliver big results. A salesperson transforms into a trusted advisor, new customers are set up for success, and lifelong, high-value partnerships flourish. Whether you're looking to strengthen your sales skills or looking for a fresh perspective, this book is a fast-paced read with powerful insights and actionable takeaways that can change your work right away. I've seen many millionaires made and powerful businesses built by embracing ValueSelling."

-Michelle Allmond

Enterprise Sales Executive, Totango

"The fundamental lesson I teach to the students is when the value of the decision is greater than the risk, a sales person will have success. Value Selling teaches people how to find out what is important to an individual which then creates a map to create value. Once value confirmed with a prospect, the ability to win a sale is within reach. Julie's book, is an important and compelling read for anyone in the world of sales. With its practical strategies and real-world examples, it offers a comprehensive understanding of how to achieve greater success in selling products, themselves or great ideas."

-Follett Carter

Former EVP Sales & Marketing, Gartner Group Inc.

Director of the Sales Certificate Program

Stephen Ross School of Business, University of Michigan

"In today's landscape of selling, Sales and Enablement leaders need to transform their teams to the way that is focused on solutions, not products. Reps will have "a-ha" moments that you will see right before your eyes. The effectiveness of value selling clearly originates at the top, with Julie. Her guidance, depth of knowledge, and means of tactically executing programs is some of the best I have seen in my career."

-John Chinello

Senior Director, Sales Readiness, F5

"The concept is timeless, and it works. The Power of Value Selling delivers a fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching."

-Richard Eldh

Founder, Emeritus SiriusDecisions, Inc.

"ValueSelling Associates is the partner no sales organization should be without. The Power of Value Selling is a must read for all revenue professionals."

-Zenita Henderson

Chief Marketing and Revenue Officer, Segra

"As educators, we are preparing students for the future of global business. The sales function is the engine that powers all business; if you are not successful in sales, your company won't last very long. The Power of Value Selling perfectly encapsulates selling with value. I will recommend this book to my students and colleagues."

-Brian Higgins

Faculty, Leeds School of Business

University of Colorado Boulder

"Julie has an excellent grasp of what needs to happen to progress a buyer along their journey-from identifying their problems to evaluating their purchase of a solution. Ultimately, this book makes powerful conclusions: We must meet buyers where they are and demonstrate that the cost of inaction is much higher than the cost of moving forward."

-Sebastien van Heyningen

President, Central Metric (SaaS)

"Technology permeates all facets of modern business. But how do you sell complex technology? Value-based selling is ideal. Julie Thomas' book, The Power of Value Selling, is a value guide with actionable advice to accelerate your sales results."

-Dan Holmes

Area VP/Financial Services, Dun & Bradstreet

"I highly recommend the book for anyone looking to improve their sales skills. Julie has successfully separated ValueSelling from the rest. Whether you're a seasoned leader, seller, or just starting out, this book offers valuable insights that can help you become more effective and successful."

-Roderick Jefferson

Founding Member, Sales Enablement Society

CEO, Roderick Jefferson & Associates

"Julie Thomas shares valuable insights like, How we sell is just as important as what we sell, and How to negotiate on value not price. The ValueSelling methodology is designed to help you accelerate sales regardless of your product, service, or industry and regardless of how long you have been working in sales. The Power of Value Selling is an informative, fast-paced book for any salesperson looking to elevate their game, stand out from the crowd and be more successful."

-Kevin McHugh

Sales Capability Manger-APAC, Kimberly Clark Professional

"What you will learn in Julie's book is the critical importance of how buyers want to buy as opposed to how sellers want to sell. The framework effectively addresses this gap. A wonderful and brilliant read for sales leaders who want to truly dominate their space!"

-Bradford Speaks

CEO, of BeLegendary.Coach

"I have come across numerous books claiming to hold the secret to sales success. However, none have resonated with me as deeply as The Power of Value Selling by Julie Thomas. Thomas expertly lays out a comprehensive framework that revolutionizes the way we approach sales. She understands that true success lies in creating enduring relationships with customers, built on trust, mutual respect, and long-term value creation. The book acts as a roadmap, guiding us through every step of the value-selling and buying journey.

Thomas' emphasis aligns perfectly with the modern sales landscape. Where customers are more informed than ever before, so traditional sales tactics fall short. "Value Selling" equips us with the tools and knowledge necessary to position ourselves as trusted advisors, providing tangible value and creating mutually beneficial partnerships.

This book is an invaluable resource for any sales professional in today's competitive market. Julie Thomas's expertise shines through, and her passion for empowering others is palpable. I wholeheartedly endorse this book and encourage anyone in sales watch their success soar."

-Todd Quarfot

Former CSO, Primepay

VP, Business Development & Strategic Partnerships, Velocity Advisory Group

"Julie Thomas makes a compelling case that in today's market, customers are looking for more than just a product or service. They want a solution that delivers real value to their business. And as sales professionals, it is our job to demonstrate that to our customers. What I love about this book is how practical it is. From identifying customer pain points to crafting compelling value propositions, the book provides actionable advice that can be applied to any sales situation. You're a seasoned sales professional or just starting in the field, this book is packed with strategies that can help you succeed in today's competitive market. It truly is the gold standard for value selling."

-Corey White

Founder and CEO, Cyvatar

"I am a fan! As a 'bag carrying' sales manager, I am able to see the quantifiable business results ValueSelling has been able to achieve. The approach offers a framework and tools that are practical and effective. While some competitors may be in the business of selling workshops, The Power of Value Selling is focused behavioral change that results in sustained sales improvement."

-Joel Wecksell

Managing Partner, The Skills Connection

"Simple. Impactful. Relevant. Julie Thomas has created the definitive guide to building the business relationships that will result in predictable revenue growth. As more companies align their GTM motions around customer value, this practical playbook to sophisticated communication and human-to-human connection will become the standard for...

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