Julie Thomas

Posts by Julie Thomas

  • Executives Not Returning Your Calls? Develop a Sales Roadmap to Change That

    Executives Not Returning Your Calls? Develop a Sales Roadmap to Change That

    September 12, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Sales professionals devote time to understanding a target company’s strategic roadmap to determine where their solutions might fit in. Unfortunately, these same professionals don’t always give equal consideration to their own strategies for getting in the door to talk...

  • Avoid Wasting Time Qualifying the Wrong Opportunities

    Avoid Wasting Time Qualifying the Wrong Opportunities

    July 23, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates We know that sales professionals who effectively qualify—and requalify—opportunities are more successful than those who don’t. Why then, doesn’t everyone devote time and energy to this important step in the sales process? Those who shun qualifying opportunities tend to...

  • Forget about Going Lower to Capture Frugal Buyers

    Forget about Going Lower to Capture Frugal Buyers

    June 25, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Another quarter or maybe fiscal year is coming to an end, and if your numbers are lower than expected, you may feel pressured to offer reduced pricing to reach your quota. Before turning up the discount dial, consider alternatives for turning prospects into buyers —...

  • Ask The Right Questions

    Not Getting the Right Response? Maybe You’re Asking the...

    May 28, 2019

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of VauleSelling Associates. No sales professional forgets a...

  • 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...

  • 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?...