Value Based

CURRENT EVENTS

Value Based Selling
Open Seminar
Jun 12 & 13, 2012

Value Based Selling
Custom Seminar

Value(s) Based Leadership
Open Seminar
Jun 19, 2012

INCREASING REVENUES THROUGH…

Better Sales & Marketing Alignment . . .

Creating a culture of cooperation and collaboration.
Minimizing misalignment caused by misunderstanding, miscommunication and mistrust.
Creating value-based marketing and sales messaging that is accurately articulated to all target markets.

Better Marketing . . .

Using SEO, PPC, social media, email, direct mail and the telephone to create blended demand generation campaigns.
Using marketing automation technology to track, nurture, distribute, and manage leads.
Using closed-loop lead-to-close ratio analytics to determine and prioritize marketing initiatives, budgets and expenditures.

Better Sales . . .

Deploying and reinforcing best sales practices/processes and resulting performance levels by personally coaching each sales professional.
Assessing and certifying each sales person’s level of proficiency in each of the 33 Value Based Selling best sales practices.
Improving each sales professional’s lead-to-close ratio.

What Others Say

"We rolled out VBS in November of 2005 both internally and to our distribution channel partners. Jim Allen did an outstanding job of delivering the training. He is an excellent presenter delivering useful, powerful content with compelling role playing exercises. All in all, VBS is a very important set of skills that we are in the process in integrating into all aspects of our operations."

Jim Gregg, Channel Director
Intuit Software
San Jose, CA
"Jim, thank you for speaking at the North American Sales Rally in Orlando. Your presentations were well received and your points hit home with the audience. It is clear from their comments that the IBM sales team appreciates Value Based Selling. While we did not have evaluation forms this year the grapevine has given you high marks!"

Bill Hubler, Program Manager
IBM Corporation
Boca Ratan, FL
"Value Based Selling brought common ground to our sales and marketing team. Prior to our training, each team member, while professional in his or her own rank, perceived the selling process as a show and tell of our best wares. Yet rarely, if at all, did our team consider how to properly package our value to meet the needs of the Buyer. Post training, an awareness and commitment to Value Based Selling brought a confidence to the group that allowed for better listeners and observers who moved away from a feature style pitch to a concerned understanding of our unique value proposition. Immediate results were profound!"

Hannah Sirois, VP Sales & Marketing
Kukui’ula
Koloa, Kauai
"Jim, your seminar with our sales team was awesome. The results to the sales floor came immediately; we saw an instant lift in our volume. The only complaint I received is that the 80+ attendees wanted more!"

Dan Always, Regional Director of Training
Starwood Vacation Ownership
Kaanapali Beach, Maui
"In our search for a sales force training organization we initially considered eight organizations that were thoughtfully narrowed to a final four, from which we selected Value Based Selling. Since the implementation of Value Based Selling, to more than 150 sales staff and managers, Misys’s order intake has increased 22%."

Marc Winchester, Sr. V.P. of Sales/Marketing
Misys Computer Systems
"Jim is a skilled facilitator, with a knack for digging out the unspoken assumptions. For two days he introduced our teams to concepts and exercises that resulted in a new awareness of our customers and ourselves. The result was a subtle but deep culture shift that changed both the language we used and our perceptions of how we serve others. Our investment in Value Based training continues to pay off."

Brendon Connelly, Director of Graduate and Professional Studies Admission
George Fox University
Newberg, OR
"We've grown our sales force from 3 to 17 people since first deploying Value Based Selling. Since then our sales have grown 15% to 100% per year qualifying us as one of INC Magazine’s 500 fastest growing companies. Fourteen years later we still train every new salesperson in Value Based Selling."

Mark Oronzio, Sr. VP of Sales
Inspiration Software
Portland, OR
"In my over 30 years as a Director and VP of Sales for BusinessLand and InterSolv (now Merant), I have been exposed to most every sales training course available. Today, as a Sales Consultant, I am constantly asked what sales training course do I recommend . . . hands down I recommend Value Based Selling. I consider it the most complete sales training course available today."

Del Ball, President
Opportunity Management
Hillsboro, OR
"One of most valued assets of a company is their sales and marketing processes. If a company has established processes in place for each of their distribution channels they will command a higher valuation when it comes time to sell. Value Based Selling helps accomplish that for an organization. If you want to implement a sales process that works, look at Value Based Selling."

Bruce Milne, President/CEO
The Corum Group
Bellevue, WA

PHONE: 800-597-1873
EMAIL: infous@valuebased.com