Julie Thomas

Posts by Julie Thomas

  • New Research Reveals How High Growth Companies Develop Sales Coaches

    October 31, 2019

    Editor's Note: This guest post was written by Julie Thomas, CEO of ValueSelling Associates Coaching is a critical component of continuous improvement. That’s why the best of the best have great coaches – from Hollywood celebrities and Olympic athletes to CEO billionaires and singers on The Voice. Sales managers and reps need great coaches too. Sales Coaching vs....

  • Create a Reason for Your Customers to Stay

    October 8, 2019

    Editor's Note: This guest post was authored by Julie Thomas, CEO of ValueSelling Associates.  Too often salespeople interact with customers through contract close and then again, a year later, to renew the contract. Landing the big sale is exhilarating but you can’t just run off to close your next deal. Winning the contract is only the beginning of the sales...

  • 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...

  • 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...

  • 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...