Julie Thomas

Posts by Julie Thomas

  • 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 bad initial impression is to forget who you are talking to, and why. We in sales spend a lot of time making sure decision-makers understand our goods and services, but then we fail to quickly connect those solutions to someone else’...

  • 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 almost anything is possible, even presenting a more accurate sales forecast. Face it. Forecasting is stressful, and it almost always brings up uncertainty as to which deals might close by end of the month or quarter. While guess...

  • The Biggest Prospecting Challenges for B2B Sales Professionals (And a Way to Overcome Them)

    October 23, 2018

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO, ValueSelling Associates. More than half of sales professionals give up too easily on cold calling, if they make the calls at all. A prime reason: fear. A newly released survey of 160 U.S. sales professionals in a wide variety of sales roles and industries found fear to be among the biggest...

  • Sales Skills

    The No. 1 Sales Skill Needed in a Tech-Dependent World

    September 10, 2018

    Editor’s Note: This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. Technology is under more scrutiny...