SOURCE: ValueVision Associates, LLC

November 13, 2006 13:00 ET

Sales Guru Julie Thomas Publishes "ValueSelling: Driving Up Sales One Conversation At A Time"

Long-Awaited Book Details Powerful Methodology to Accelerate Sales Performance in Any Industry; Steps Perfected at HA-International, Ken Blanchard Companies and Siemens Communications

RANCHO SANTA FE, CA -- (MARKET WIRE) -- November 13, 2006 -- Julie Thomas shares the simple-yet-powerful framework that fueled her meteoric rise to CEO of ValueVision Associates in her newly published book, "ValueSelling: Driving Up Sales One Conversation At A Time."

News Facts

--  Julie Thomas, president and CEO of ValueVision Associates, publishes
    "ValueSelling: Driving Up Sales One Conversation At A Time." ValueVision
    Associates is a worldwide leader in competency- and process-based training
    for escalating sales performance.
--  The ValueSelling Framework™ is a simple approach to connect to the
    criteria by which customers will ultimately make their decisions. It is
    founded on a practical, sustainable methodology that uncovers a prospect's
    critical business issues and enables the salesperson to link the unique
    value of their solution to those issues.
--  "ValueSelling," which takes readers through the basics of the
    methodology, includes case studies, tactics and tips that sales
    professionals can put to work instantly.
--  "ValueSelling" (ISBN 0-9769994-0-4) is available at Amazon, Barnes &
    Noble, list price $16.95.
    
"ValueSelling" is a field guide that documents Thomas' own impressive ascent from sales representative to vice president of worldwide sales development at Gartner Inc. In each pragmatic chapter, Thomas focuses on road-tested strategies to move the sale forward.

"In 1992, I was a sales rep in Boston calling on customers in the fast-declining minicomputer industry. My prospects were facing the end of their reign as the personal computer revolution was gaining a foothold on corporate America," Thomas explained. "Yet, by employing the ValueSelling framework, I not only met my quota that year -- I exceeded it. The framework gave me the ability to accurately identify decision-makers, sell higher in each organization and ferret out the business issues so I could differentiate my services based on the customers' values."

Written for sales professionals, whether inside or outside sales, who compete in the most demanding worldwide sales arenas competing on value not price, "ValueSelling" is a field-honed guidebook filled with case studies, tactics and tips that readers can put to work instantly.

Thomas has won advanced praise from sales organizations and top sales chiefs, including Follett Carter, venture partner, WaldenVC; Gerhard Gschwandtner, founder and publisher, Selling Power Magazine; Ed Roshitsh, senior vice president, sales and enterprise operations, Vertafore Inc.; and Richard Wood, global vice president of portfolio marketing, Siemens Communications.

"As the selling game gets more complicated and multidimensional, it is useful to have a roadmap and clear tactics to orient and guide your selling activities," said Barry Trailer, partner, CSO Insights. "Julie Thomas provides real-world examples that reflect her many successful years in the profession and in applying ValueSelling's principles."

The chapters of "ValueSelling" take readers step-by-step through the basic framework of ValueSelling -- from introduction to close -- including:

--  Why it works
--  How simplicity and power are built into the framework
--  What sales pros need to know from prospects and how to ask the right
    questions to get the critical information
--  How to craft the all-important VisionMatch™ to put sellers and
    prospects on the same page
--  Developing true value based on hidden business and personal objectives
    of the decision-makers
--  Structuring a mutual plan that positions sales reps for a relationship-
    building close
    
"ValueSelling: Driving Up Sales One Conversation At A Time" (ISBN 0-9769994-0-4) is available at Amazon, Barnes & Noble. The list price is $16.95.

About ValueVision Associates

ValueVision Associates is a worldwide leader in competency- and process-based training for escalating sales performance. Its proprietary ValueSelling Framework™ is founded on a practical, sustainable methodology that uncovers a prospect's critical business issues and enables the salesperson to link the unique value of their solution to those issues. Through personalized classroom instruction, sales executives are armed with strategies to access and dialogue with executive decision-makers, diagnose stalled decisions, increase forecast accuracy, eliminate discounting and increase deal size. Victory!® is a competency-based series of online, multimedia training sessions for sales professionals seeking to sharpen their skills by building their core competencies. ValueVision Associates offers sales training programs in English, German, Italian, Japanese, Korean, Mandarin and Spanish. For company information, see www.valueselling.com.

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