The ValueSelling Framework

The ValueSelling Framework® , an easy-to-learn, easy-to-use, repeatable methodology, is practiced by sales teams across the globe. It is effective in any type of complex B2B selling situation, from direct to channel, inside and strategic account sales.

ValueSelling Account Management (VSAM)

VSAM leverages the ValueSelling Framework® through the use of a common set of terminology and templates. The process is then expanded and applied to the account management process to look at the key components involved with managing strategic opportunities.

The four key components of the VSAM process include:

  • Account Profiles: Examining the organizational structure of the account, key individuals and reporting relationships
  • Business Analysis: An understanding of the financial health of a company and uncovering potential business issues that can be linked to your solution set
  • Opportunity Planning: Developing a list of opportunities at a summary level and then analyzing those key opportunities for product/services, timing and resources required
  • Opportunity Review: Assessing the status of opportunities that are underway to determine where “gaps” may be and then develop action plans to address missing components

On-Demand Courses

eValueSelling Framework Fundamentals

You can quickly learn the essential components of the ValueSelling Framework® in less than three hours, anytime and anywhere. Whether you’re preparing for an upcoming workshop or want to independently learn, eValueSelling Fundamentals will meet your needs. Completely up-to-date with the latest adult instructional design principles, you will learn concepts in the context of real-world examples. From using the Qualified Prospect Formula to determine the health of your opportunity, to using the ValuePrompter to prepare for your next call, this online course will help you get ready to accelerate your sales to the next level.

Business Speak: Preparing for Business Conversations with Executives

The Business Speak online course prepares the sales executive for a business conversation with all levels of executive and managers in an organization, especially the executive decision-maker. This self-paced course helps sales executives build a base of business acumen to give them the knowledge and confidence to successfully approach senior business executives and engage in a business-level conversation. The ValueSelling Framework® is introduced as the structure for planning and executing a call with a senior executive.

Modular Workshops for Sales Professionals

ValueSelling Essentials™ is a series of e-learning courses supported by instructor-led workshops, designed to give your sales team a competitive edge with the tools to master essential sales techniques.

These modular courses allow your salespeople to learn, sharpen and refresh the core competencies critical to every sales person’s success:

  • Interpersonal Communication Skills
  • Negotiating
  • Persuasive Presentations
  • Phone Effectiveness
  • Prospecting and Qualifying
  • Sales Writing
  • Selling to Executives
  • Time and Productivity Management

Vortex Prospecting™ from ValueSelling Associates 

Vortex Prospecting™ from ValueSelling Associates provides a framework to prospect at scale using a personalised approach. This highly interactive, instructor-led workshop integrates best practices and NLP approaches to cold/warm calling.

Vortex Prospecting™  is a repeatable, cadence-based approach that works for all sales reps whether account-based, market-based, geography-based or tele-sales. You gain tremendous insight by capturing metrics that can be managed for long-term success.

“We made more calls in this class than in the past two weeks.”

National Sales Manager,
Global Technology Company

Participants develop the skills to:

  • Capture attention in the first 10 seconds
  • Write compelling scripts for all types of interactions
  • Use anxiety, influence and motivation in your messaging to create interest
  • Leverage technology to improve productivity
  • Handle objections and employ value-added interruptions
  • Create a weekly cadence plan that works

Help your team close the execution gap, get more meetings and fill the pipeline with Vortex Prospecting™ from ValueSelling Associates.