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.
A few tools to get you started
Quick Start Guide
This document has direct links and descriptions for some of our most popular tools. It's the quickest way to start maximizing your training.
ValuePrompter® Call Prep
This specific ValuePrompter® will help you plan for your sales call and prompt your questioning process. Each section relates to a component of the ValueSelling process.
ValuePrompter + Credibility Intro/Prep
This document combines a credibility introduction and preparation guidance in a ValuePrompter to help during discovery calls. This Word version includes expandable text boxes.
Opportunity Assessment Guide
This process analyzes four key components of an opportunity to determine the likelihood that the customer will invest in your solution. If one component is determined to be lacking or undeveloped, the prospect is considered unqualified.
Complete Resource Library
Use the buttons above to filter resources by category, or use the search bar to find something specific. To search across all categories, be sure to click “Reset Filter” first. If you don’t, your search will only apply to the category you have selected.
| Title | Categories |
|---|---|
| LinkedIn Post Library: Sales & Leadership Strategies This curated table of contents features direct links to our most practical and referenced LinkedIn posts. Covering quarterly sales plays, advanced sales leadership, C-suite engagement, procurement strategies, and the power of anxiety questions in sales, this resource is designed to help teams act fast and perform better. Perfect for leaders and sellers looking for immediate, […] | Management, Sales |
| A.I.M Letter Overview This provides an overview of the ValueSelling A.I.M letter process and how we can use multiple levers to draw a response from the customer. A.I.M. stands for Anxiety, Influence, and Motivation. We must try to maximize the impact of our written communication by leveraging these multiple ‘buttons’ to get a response. This template provides guidance […] | Sales |
| Top 5 Tips For Reinforcing ValueSelling – For Sales Leaders 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 for sales leaders that will maximize the investment of ValueSelling. | Management, Sales |
| Call Debrief for Teams & Managers 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. | Management, Sales |
| Pre-Call, Next Call Checklist for Teams & Managers 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 better engage the […] | Management, Sales |
| Sample ValuePrompter® – Good 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 have been asked […] | Sales, ValuePrompters |
| Opportunity Review Process 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 of any deal that your reps are working, […] | Management, Sales |
| ProspectingPrompter® 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. | Sales, ValuePrompters |
| ProspectingPrompter® 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. | Sales, ValuePrompters |
| Opportunity Assessment Tool 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 (a “zero”), the prospect/opportunity is considered unqualified […] | Management, Sales |
| ValuePrompter® – Editable Portrait with Questions and Leadins This PDF has editable text boxes for the ValuePrompter and is in portrait orientation and is great for prepping for sales calls and using during your call. This version has questions and lead-ins. | Sales, ValuePrompters |
| ValuePrompter® + Credibility Intro & Prep This document combines a credibility introduction and preparation guidance in a ValuePrompter to help during discovery calls. Credibility Introductions should articulate for the referenced customer the Business Issue (similar to your current contact), the problems you helped solve that stood in the way of achieving the Business Issue, and the measurable impact the customer realized […] | Sales, ValuePrompters |
| SMART Goals Worksheet Use this worksheet to help develop goals that are Specific, Measurable, Activity-Based, Realistic, and Timely. Applying the SMART goal setting principles greatly increases your likelihood for success. | Management, Marketing, Sales |
| Visualize Value Practice Checklist The Value practice exercise check list helps you to build your ValueSelling conversation. This provides a reminder and check list of all the elements and question types that should be asked in a sales conversation from the Business Issue to problems to solutions to value. | Sales |
| Visualize Power Practice Checklist This checklist shows how to conduct a value based sales call and how to execute a challenger sales call. It starts with the credibility introduction or provocation and then leads into the business issue, problems, solution, value, power and plan. This is a checklist to help you gain credibility and effectively converse with any executive […] | Sales, ValuePrompters |
| ValueSelling Terms This is a glossary of commonly used terms in the ValueSelling methodology. | Marketing, Sales |
| ValueSelling OPC Questioning Guidance This PDF provides example Open, Probe, and Confirm questions for each component of the ValuePrompter®. It can be used as a guide when drafting your own OPCs questions. Remember we need to be problem experts first, not solution experts. | Sales |
| ValuePrompter® Questions Guidance This PowerPoint file gives guidance on how to ask questions in each area of the ValuePrompter. It includes a few was to ask for the Business Issue and how to ask problem questions such as Open, Probe and Confirm, etc. | Sales, ValuePrompters |
| ValuePrompter® Possible Misses This document shows aspects of the ValuePrompter® that are often missed or incomplete. For example, a Business Issue that is missing metrics or a time bound aspect. The document often includes guidance for each aspect. For example, how the solution listing may have the words of the sales team or solution not the words of […] | Sales, ValuePrompters |
| ValuePrompter® Blank with no Definitions A ValuePrompter® is a tool to help you to plan your sales calls and prompt your questioning process. Each section relates to a component of the ValueSelling process. This version is a locked PDF and it does not include the definitions for each component. | Sales, ValuePrompters |
| ValuePrompter® – Editable Portrait, No Questions, No Leadins This PDF has editable text boxes for the ValuePrompter and is in portrait orientation and is great for prepping for sales calls and using during your call. This version has no questions or lead-ins. | Sales, ValuePrompters |
| Targeted A.I.M. Letter This is a simple word document template to demonstrate how to leverage key elements of an A.I.M. (Anxiety, Influence, and Motivation) letter to get a response from a prospect. This is to encourage multiple factors to get a prospect to respond to your writing communication. | Sales |
| Sample Mutual Plan For Sponsor This is a sample of the follow up note after a sales call. It builds over time to help create a mutual plan with the recipient. A Mutual Plan summarizes what was learned in the sales call and what has yet to be learned. It provides a confirmation of the understanding and provides the seller […] | Sales |
| Sales Call Ready Pad – With Open Probe Close Suggestions This portrait oriented document can be used in a sales call with your client. A ValuePrompter® is a tool to help you to plan your sales calls and prompt your questioning process. Each section relates to a component of the ValueSelling process. This PDF version contains the Open Probe and Confirmation suggestions and reminders, additionally, it […] | Sales, ValuePrompters |
| Request For Proposal (RFP) Response Letter Most blind RFPs are a poor use of time. Without access to decision-makers, the odds of winning are low, and teams often waste valuable hours responding to opportunities that were never winnable in the first place. This letter offers a different approach. It’s a strategic response structured to justify engagement only if access to key […] | Sales |
| Request for Proposal (RFP) Response Letter 2 – No Bid Letter If the initial RFP response letter does not result in access to key executives or stakeholders, this follow-up message serves a clear purpose: to professionally disengage. It’s a polite way to say thank you while ensuring your team doesn’t waste additional time pursuing a deal with low probability of success. Use this letter to close […] | Management, Sales |
| Credibility Introduction – Value Stories To establish credibility a seller on the phone or in person has less than 2 minutes. In those first two minutes the key is to ensure you demonstrate how you have helped a similar title in a similar company achieve success. This leverages the ValuePrompter as a template to outline the elements. To be a […] | Sales, ValuePrompters |
| Qualification – Short Assessment The Qualified Prospect Formula is a tool in ValueSelling we use to qualify an opportunity at any stage. The variables in the QP Formula are linked to the ValuePrompter. This form provides the short form assessment providing a quick 6 question assessment of the opportunity. | Management, Sales |
| Opportunity Assessment Short Form with Manager Guidance The Opportunity Assessment Guide 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 (a “zero”), the prospect/opportunity is considered unqualified […] | Management, Sales |
| Opportunity Assessment Guide with Editable Action Plan The Opportunity Assessment Guide 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 (a “zero”), the prospect/opportunity is considered unqualified […] | Management, Sales |
| Negotiation Prompter The Negotiation Prompter is designed to help you prepare for negotiation with a prospect, reminding you to focus on more than price and consider your potential trade off and strategy. | Sales, ValuePrompters |
| Mutual Plan Checklist This two page checklist will help sales and sales managers identify strengths and areas of weakness in the quality of the mutual plan with a prospect. | Sales |
| Demo POC Process Leveraging ValueSelling This PDF file gives guidance on how to improve a demo or Proof of Concept (POC) success. | Sales |
| Business Issue and Mutual Plan Checklist This double sided document provides a checklist of items to help validate your Business Issue and draft your Mutual Plan. | Sales |
| Visualize’s ValueSelling Value Discovery Validation Template A template you can use to break apart the ValuePrompter into your coach/sponsor deck. This can be used to confirm your understanding after the first discovery call, solidify any needed changes throughout the engagement lifecycle and leverage with your coach and champion prior to reviewing a final proposal with Power. Teams can then leverage this […] | Management, Sales |
| Visualize ValueSelling Skills Assessment The Visualize ValueSelling Skills Assessment is a tool to help managers and salespeople assess performance on uncovering the various elements in the ValuePrompter and the Qualified Prospect formula, most specifically related to the questions being asked. Remember in sales its not what you say, but what you ask. This form provides the ability to assess […] | Management, Sales |
| Visualize Proposal Template A sample proposal template which links to the ValuePrompter and ValueSelling process. A solid proposal for a senior executive should link to their Business Issues, Problems, Solutions, Value, Power and Plan. Said in their terms, their #1 priority, the challenges, the solution, business impact, key players/resources and a timeline. This template also provides callouts and […] | Management, Sales |
| ValueSelling Key Components This two page handout provides a quick summary of the key components in ValueSelling. The ValuePrompter linked to the Mutual Plan and Qualified Prospect Formula. It provides the quick form deal assessment for qualification and the Business Issue clarification. | Management, Marketing, Sales |
| Using a ValuePrompter® for Driving Sales This extended version of the ValuePrompter® provides a template on how to extend the probing questions for a given product or solution. It provides some example questions to assist is setting up true differentiation. | Management, Sales, ValuePrompters |
| Simple Pre-Proposal Review / Coaches Deck with Multiple B.I. This is a coaches deck or pre-proposal review which you should provide to your coach or key player in your campaign. It should help provide your coach or champion a tool they can use to sell internally for you. You should create this content from your ValuePrompter and put it into your prospect or customers’s […] | Management, Sales |
| Sample Mutual Success Plan A mutual plan is a simple but always evolving document updated and sent after each call which confirms your understanding with the prospect. This is not an implementation plan but it should start after the first call. It should summarize your meeting and your understanding of their business drivers, challenges, desired solution, business value, key […] | Management, Sales |
| Personal Activity Planner The Personal Activity Planner is a tool that helps to answer how many calls per month you need to make in order to hit your target income. You can utilize this tool for personal goal setting. | Management, Sales |