Julie Thomas

Posts by Julie Thomas

  • Ask The Right Questions

    Not Getting the Right Response? Maybe You’re Asking the Wrong Questions

    May 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of VauleSelling Associates. No sales professional forgets a cringeworthy conversation. Whether riddled with radio silence or endless awkwardness, these clumsy chats speak to a disconnect that oftentimes is avoidable. Maybe you weren’t well prepared or maybe the busy executive who took your call...

  • Is It Time for You to Cast a Narrower Net?

    April 24, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. So much of lead generation traditionally focuses on sales and marketing teams casting the widest nets possible in hopes of snagging a few qualified prospects. One problem with that approach is the time it takes to sift and remove all the debris that is also collected...

  • Asking Questions

    Don’t Be Nervous Asking Anxiety Questions

    March 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Ever had a hot lead suddenly go cold? Your calls go unanswered. Emails aren’t acknowledged. Then, when someone finally does get back to you, it’s to tell you the company’s decided to go in a different direction, maybe even to a competitor. This situation may now...

  • Establishing Credibility

    4 Fast Steps to Establishing Credibility

    February 27, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. One of the quickest ways to leave a...

  • Confirm These 3 Things and Move Everyone Closer to a Sale

    Confirm These 3 Things and Move Everyone Closer to a Sale

    January 10, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of VauleSelling Associates. With the start of a new year, it seems...

  • The Biggest Prospecting Challenges for B2B Sales...

    October 23, 2018

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO, ValueSelling Associates. More than half of sales professionals...