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 |
|---|---|
| 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 |
| ValuePrompter® Pad with Guidance 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. | 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 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 |
| 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® Blank – Korean 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, does not include definitions, and is in Korean. | ValuePrompters |
| ValuePrompter® Blank – Korean A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version does not include definitions and is in Korean. | ValuePrompters |
| ValuePrompter® with Definitions – French 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, includes the definitions for each component, and is in French. | ValuePrompters |
| ValuePrompter® with Definitions – Chinese 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, includes the definitions for each component and is in Chinese. | ValuePrompters |
| ValuePrompter® with Definitions – German 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, includes the definitions for each component, and is in German. | ValuePrompters |
| ValuePrompter® with Definitions – Japanese 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, includes the definitions for each component and is in Japanese. | ValuePrompters |
| ValuePrompter® Blank – Italian 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9, does not include definitions, and is in Italian. | ValuePrompters |
| ValuePrompter® Blank – Italian A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version does not include definitions and is in Italian. This resource is password protected. The required password […] | ValuePrompters |
| ValuePrompter® Blank – Russian 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version is 16×9 does not include definitions and is in Russian. | ValuePrompters |
| ValuePrompter® Blank – Russian A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version does not include definitions and is in Russian. | ValuePrompters |
| ValuePrompter® with Definitions – Spanish 16×9 A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This 16×9 version includes the definitions for each component and is in Spanish. | ValuePrompters |
| ValuePrompter® with Definitions – Spanish A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in Spanish. | ValuePrompters |
| ValuePrompter Blank 16×9 PowerPoint 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 PowerPoint version is sized to the 16×9 widescreen format. | 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 |
| ValuePrompter® Battlecard with Expandable Text Boxes The ValuePrompter battlecard is prefilled with information to provide key content in helping sell and engage in a meaningful conversation with the target buyer. This Word version is in landscape orientation and utilizes expanding text boxes that automatically resize as you enter content. | Marketing, ValuePrompters |
| 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 |
| ValuePrompter® with Definitions – Japanese A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in Japanese. | ValuePrompters |
| ValuePrompter® with Definitions – German A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in German. | ValuePrompters |
| ValuePrompter® with Definitions – French A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in French. | ValuePrompters |
| ValuePrompter® with Definitions – Chinese A ValuePrompter® is a tool to help you to plan your sales call to help with executive selling. It provides guidance on how to prepare your questioning process. Each section relates to a component of the ValueSelling process. This version includes the definitions for each component and is in Chinese. | ValuePrompters |
| ValuePrompter® with 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 PowerPoint version includes the definitions for each component. After you have captured the answers from your executive sales calls, add them to this file. This version doesn’t […] | ValuePrompters |
| ValuePrompter® Sample 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 PowerPoint version includes a sample of what a solid ValuePrompter would contain after you have captured the answers from your sales calls with a prospect. This version […] | ValuePrompters |
| ValuePrompter® Call Prep 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 PowerPoint provides guidance on how to prepare your questions. This version doesn’t contain the Open Probe and Confirmation suggestions. | ValuePrompters |
| ValuePrompter® Call Capture 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. Following a sales call with a executive or prospect you should capture what you learned in the customer’s voice. This PowerPoint version includes a description of what a […] | ValuePrompters |
| ValuePrompter® with Expandable Text Boxes A ValuePrompter® is a tool to help you to plan your sales calls with any level from Executives to front line users and prompt your questioning process. Each section relates to a component of the ValueSelling process. This Word document provides guidance on how to prepare your questions and is spread across two pages with expandable […] | ValuePrompters |
| ValuePrompter® Suite – Prep – Capture – Definitions – Good – Bad – Blank 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 file is a collection of ValuePropmters to use throughout the sales process.It includes: Sales […] | ValuePrompters |
| 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® Pad 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 doesn’t contain the Open Probe and Confirmation suggestions or reminders. Additionally, it does not include the definitions for each component. | ValuePrompters |
| ValuePrompter® Pad with 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 has both a blank ValuePrompter and one with definitions. This version doesn’t contain the Open Probe and Confirmation suggestions or reminders. | ValuePrompters |
| Marketing Solution ValuePrompter Template Landscape This document is designed to help guide a marketing person in how to create content in each element of the ValuePrompter in order to assist in marketing messaging and enablement content. | Marketing, ValuePrompters |
| Marketing Solution ValuePrompter Template Portrait Different format of the ValuePrompter in Portrait. This document is designed to help guide a marketing person in how to create content in each element of the ValuePrompter in order to assist in marketing messaging and enablement content. | Marketing, 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 |
| Marketing Solution ValuePrompter Battlecard Template (A.I.M. OBJ) Marketing’s two page ValuePrompter “battlecard” template is internal facing to provide sales the key content to help sell and engage in a meaningful conversation with a target buyer. Elements include: anxiety, problem, solution, and value probing questions proper structure as well as references, competitive positioning and objective handling guidance. | Marketing, 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 |
| Marketing ValuePrompter Reference Story Template Portrait Marketing’s one page template to provide sales with key reference data to assist in building credibility and motivation for a solution to a target buyer. Elements include: Ideal Customer Profile, Power, Business Issues, Customer References, A.I.M. – Anxiety, Influence and Motivation. | Marketing, ValuePrompters |
| 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 |
| Sales Call Ready Pad – No Open Probe Close Suggestions 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 has both a blank ValuePrompter and one with definitions. This version does not contain the Open Probe and Confirmation suggestions and reminders. | ValuePrompters |
| 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 |
| 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 |
| 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 |