Resource Library

(Post Workshop Password Required)
Get access to the ValueSelling templates and all other tools needed to consistently and successfully uncover and leverage value. In order to download the resources, you will be asked to enter the password provided to you post workshop. If you have technical issues or did not receive a password, please request a new password.
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Top 5 Tips For Reinforcing ValueSelling – For Sales Leaders 33 downloads November 8, 2022

Based on industry research and experience working with some of the largest sales organizations in the world, 80% of the success of a change management initiative around sales execution comes down the coaching of the first line sales leaders. This document includes 5 of the top reinforcement activities...
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Sample ValuePrompter® - Good 420 downloads September 22, 2022

A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It is to provide guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This is an example of a good late stage ValuePrompter, after questions...
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Marketing Solution ValuePrompter Battlecard Template with Credibility Intro (A.I.M OBJ) 236 downloads September 22, 2022

This template provides product managers, marketing professionals, and enablement resources a guideline for helping sales and customer-facing roles with key content for targeting and positioning specific solutions to critical buyers. It has three essential parts: One, the credibility introduction, to...
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Pre-Call, Next Call Checklist for Teams & Managers 80 downloads September 22, 2022

Use this two-page pre-call planning tool to help you and your team better prepare for your next sales call. The tool helps leaders and teams uncover, without any bias, what they know and don’t know about a given key contact. Use the collected information to guide your team in developing questions to...
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Call Debrief for Teams & Managers 24 downloads September 22, 2022

Use this tool to help you and your team debrief after a sales call. The tool helps leaders and teams determine what was learned and help focus on the next steps. This resource is password protected. The required password and instructions for download can be found here. Please note that this link will...
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Opportunity Review Process 228 downloads September 22, 2022

The Opportunity Review process follows four steps: Analyze, Assess, Agree, and Apply. The Qualified Prospect Formula is applied throughout each step. This document walks you through each of those steps, providing direction for achieving the best results with your rep. Use this tool to determine the strength...
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ValuePrompter® Pad with Guidance 227 downloads September 22, 2022

The ValuePrompter® guides your sales call planning and prompts your questioning process. Each section relates to a component of the ValueSelling process. This version includes guidance that displays when hovering over each field. This resource is password protected. The required password and instructions...
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ProspectingPrompter® 250 downloads September 22, 2022

This ProspectingPrompter® is used to prepare and execute your prospecting conversations. Be prepared with your probing questions that describe situations your buying persona can relate with to create interest.This version is in PPT format with fillable fields. This resource is password protected. The...
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ProspectingPrompter® 138 downloads September 22, 2022

This ProspectingPrompter® is used to prepare and execute your prospecting conversations. Be prepared with your probing questions that describe situations your buying persona can relate with to create interest.This version is in PDF format with fillable fields. This resource is password protected. The...
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Opportunity Assessment Tool 238 downloads September 22, 2022

The Opportunity Assessment tool analyzes the four key components of the Qualified Prospect Formula for an opportunity to determine the likelihood your opportunity is qualified. Remember each element in the QP Formula is linked to the ValuePrompter and if one component is determined to be lacking or undeveloped...