Julie Thomas, President and CEO of ValueSelling Associates, is a noted speaker, author and consultant. She has extensive experience applying, coaching and reinforcing the ValueSelling Framework and its application by sales leadership, executives and managers.
Julie continues to work directly with clients and sales organizations in a wide variety of industries, is responsible for the global expansion of ValueSelling Associates and its leadership position in both on-demand, instructor-led and hybrid learning solutions.
ValueSelling Framework and Pipeliner CRM: Simplifying the Complexity
Created in 1991 by Lloyd Sappington, the ValueSelling Framework makes it easy for salespeople to learn and master sales methods. The methodology and its parent company, ValueSelling Associates, is today owned and operated by Julie Thomas.
Because of its power of simplification, the ValueSelling Framework works well within companies with complex B2BB2BB2B is an acronym for Business-to-Business, a model for selling, relationship-building, or engagement. sales cycles, and that focus on differentiation and value to win deals. The methodology boils down sales to essentials: qualifying an opportunity, mapping the opportunity to your capabilities, asking the right questions and developing a workable closing plan.
The ValueSelling Framework is applicable by any type of sales team: strategic account sales, inside sales, direct to channel salesChannel SalesChannel Sales is a method of classifying and deploying your sales force into groups focusing on different distribution channels such as in-house sellers, retailers, dealers, and direct marketers., and others.
The basic steps to the ValueSelling Framework are:
Qualify your prospect
Position your capabilities in the context of clientClientA client is an entity who pays another entity for products purchased or services rendered. Also called a customer. issues
Ask the right question
Develop the Value
Development of a mutual plan
Close the sale
The ValueSelling Framework in Pipeliner CRM
The ValueSelling Framework and Pipeliner CRM actually have a common goal: to simplify today’s complex sales landscape. If one word could describe today’s sales landscape, it would probably be this one: complex. Where once there was simply a couple basic hats—a “salesman” and the manager—today we have field sales, inside sales, SDR sales, verticalVerticalVertical refers to a market where a business targets only a small subset of customers such as a specific industry, sector, profession, or niche. For example, manufacturers of jet plane engines cater only to companies that produce or maintain jet planes. sales, horizontal sales, and much more. Additionally, because of the digital age, we also have many more times the sales channels we once had.
From its powerful Navigator feature—which moves well beyond a standard dashboard to more targeted and innovative ways of delivering instant intelligence to the userUserUser means a person who uses or consumes a product or a service, usually a digital device or an online service.—to its many totally visual features such as the PipelinePipelineSales pipelineis a visual representation of the stage prospects are in the sales process. View, Pipeliner empowers salespeople and sales management to clearly navigate today’s sales complexity.
A sales methodology such as ValueSelling Framework works best with a solutionSolutionSolution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges. such as Pipeliner CRM, which totally supports and enhances it. Try Pipeliner CRM today.
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Pipeliner allows salespeople to take control of their opportunities, remain consistent through every stage of the sales processSales ProcessSales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology., and always stay focused on important priorities. It's the CRM that salespeople actually enjoy using.