About:
Vision: ValueVision Associates is the world's first provider of a formula-based sales process developed exclusively for the Chief Sales Officer for increasing sales and business performance.
Our sales training is delivered through the ValueSelling Framework™, a practical, proven, sustainable selling methodology designed to uncover a customer's business issues and link the unique value of your solution as the best way to address those issues. |
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We equip sales executives with the right tools - to access and dialogue with executive decision makers, diagnose stalled decisions, increase forecast accuracy, expand each opportunity, and reduce discounting - so they can continue to make a difference at their company. Our approach is personalized to address a company's specific needs.
The ValueSelling Framework™ is delivered through classroom instruction, blended-learning, train-the-trainer delivery, follow-up reinforcement, proprietary assessment tools, and sales management consulting. The ValueSelling Framework™ builds the skills necessary to improve sales performance and deliver repeatable results.
We specialize in business-to-business organizations, where the solution portfolio is often intangible, where it's tough to even get a foot in the door, and when value must to be firmly anchored for what sets your organization apart from the competition.
Our management team at ValueVision Associates is made up of successful sales managers and executives from leading companies throughout the world, including Gartner, Inc., Kodak, IBM, Xerox, and Hewlett Packard. Our collaborative force provides our customers with a superior network of experience and leadership.
Founded: 1996
Management Team:
Julie Thomas is President and CEO of ValueVision Associates. ValueVision Associates is a worldwide leader in competency and process-based sales training. The company offers proven strategies for seasoned sales executives, as well as sales professionals just starting out through its proprietary ValueSelling Framework™ and Victory!® online training series.
Julie has been in sales and sales management for over 19 years. Prior to joining ValueVision Associates, she was a long time client and utilized both ValueSelling and Victory! throughout her career. She has extensive experience applying, coaching, and reinforcing the ValueSelling Framework™, Victory! and its application by sales executives and managers.
She is responsible for business development and new customer acquisition at ValueVision Associates. Julie has personally consulted and trained in a wide variety of industries and corporations, including the software industry.
Julie's passion is developing sales people and sales teams to achieve their potential. Her engaging style and practical experience are keys to her success with her clients.
She was awarded the 2005 Entrepreneurial Star Award from Business Women's Network and Microsoft in November 2005. The award reflected her work to elevate the sales profession by providing advanced training methodologies, along with her ongoing commitment to her community.
A noted public speaker, author, and consultant, Julie is also a member of The Strategic Account Management Association (SAMA) and a member of the eWomen Network Foundation Advisory Council.
Her new book "ValueSelling Driving up Sales One Conversation at a Time" was published in October, 2006.
Julie holds a Bachelor of Science degree in Business Administration from the University of Colorado, Boulder and lives in Rancho Santa Fe, California.We have a number of associates around the globe who can deliver ValueSelling programs.
Charlotte Alex comes to ValueVision Associates with a wealth of successful sales experience. Her sales career started at AT&T, where she was promoted from Independent Sales Agent to Senior Account Executive in just one year. Charlotte was honored with several sales awards, including Top Sales Agent in Chicago over several quarters, and for her first year. Over the next several years, she continued to achieve superb results, including Eagle's Summit, National Achiever's Club, and AT&T National Top Gun status.
Scott Anschuetz has been a sales professional for 15 years in both sales and sales management. Scott combines an accomplished and successful track record of achievement with real world practical application of the Value Selling Framework™. Scott was introduced to the ValueSelling Framework™ at Clarify and has leveraged it to achieve performance, both individually and in his teams, to the top 5%. Since joining ValueVision Associates, Scott has worked with companies like Salesforce.com, Kana, Onyx, Datasweep, Zaplet, Pillar Technology, @Road, Kintana, and others, to help them maximize their sales effectiveness.
JB Bush brings over 20 years of senior management and executive sales experience to ValueVision Associates. Specializing in build-out and turnaround management and sales within both start-up and established organizations, JB's expertise in strategic planning, finance, operations, personnel, sales and marketing produced growth results for several verticals. Enjoying success in high-level management positions including President of software designer and distributor Cole Valley Software, Vice President Sales and Marketing of custom commercial products manufacturer Northwood Industries and Vice President Sales for start-up wood case goods manufacturer Woodscapes, J.B. increased sales between 80% and 100% for each company.
Paul Cunningham has a proven track record of success at all levels of sales and sales management, with over 20 years of international experience in Sales and Marketing. He holds many awards for achievements in sales and sales management. He is a career sales professional and has had experience working in both leading International companies and hi-tech start-ups. Since joining ValueVision Associates, Paul has been a trainer and advisor to leading high technology companies worldwide, including ABB, Cisco Systems, Getronics, Kodak, Marconi, MIPs Technologies, Sun Microsystems and Synopsis. At these companies he has helped implement the ValueSelling process, and enabled these companies to further develop their sales organization into world leading examples.
David Bentley brings 30 years of sales, sales management and general management experience to ValueVision Associates. Prior to joining ValueVision Associates, David spent 13 years with Gartner Inc. During the first 6 years he spent time in sales, sales management and product management. It was during this period that he was introduced to ValueSelling after which he went on to set new performance records in becoming top performer in the world in 1993. The latter 7 years were spent as Vice President, Sales Development for EMEA. In this capacity, David was responsible for developing curriculum and managing the development needs of Gartner's 300 strong European salesforce.
Hans-Gerd Dobben brings over 20 years of sales, sales management and senior management experience and success to ValueVision Associates. Prior to joining ValueVision Associates, he spent three years as a consultant specialized in sales process optimization and sales force restructuring. During this time he helped a number of IT start-up companies to establish a sales force from ground up and also managed the restructuring of the reseller channel of an international and well-known unit of the DaimlerChrysler Group. He holds many awards for achievements in sales and sales management. As a native German speaker he strengthens the ValueVision Associates team in Europe. Hans holds a Master of Science degree in Business Administration (Diplom-Kaufmann) from the Johann Wolfgang Goethe University, Frankfurt, Germany.
David Kahl is a veteran sales and marketing executive with more than 22 years of industry experience. Dave's primary focus for his clients is to increase revenue, market share and, ultimately, shareholder value. He works with a wide variety of companies spanning multiple industries. Dave's experience and education allow him to understand the unique needs of each client and develop a training
curriculum to address their specific issues. He has successfully engaged with companies including John Deere, Intentia, Borden Chemical, Environwin Software and Caterpillar. Dave has worked with clients all across North America, Europe, Australia and Asia. Prior to working with ValueVision Associates, Dave worked at Parlano, Inc. an enterprise software firm specializing in real-time collaboration.
George Kavanagh is a senior ValueVision Associates facilitator and consultant. Some of his clients include: ABB, Autodesk, DoubleClick, Kodak, MKS, Novell, SunGard Data, Tribal Fusion, Tripwire and Zeller Corporation. He has trained over 5,000 people in executive, sales management, sales professionals, marketing personnel and indirect channel roles in the ValueSelling process. He has worked with Autodesk for over 7 years and has trained over 1,200 people from Autodesk and its partners throughout the Americas, Europe and Asia Pacific. George has a proven track record of success at all levels of sales and sales management. Prior to joining ValueVision Associates in 1996, he was a senior executive for Harris Corporation, where he successfully implemented and reinforced the ValueSelling process within his division since 1992.
Rick McAninch, a Founding Associate of ValueVision Associates, specializes in working with companies that are facing challenges created by the changing economy, acquisitions, competition and a host of other sales management complexities. Rick has consulted with leading companies worldwide including: Sun Microsystems, Microsoft, LexisNexis, Blackbaud, Inc., and a host of other technology, service, healthcare and financial organizations. Prior to joining ValueVision in 1996, Rick led North American Sales for a division of Harris Corporation where he successfully implemented and reinforced the ValueSelling process. Under his direction, the sales organization moved from product feature/function selling to high-level business impact selling resulting in a 30% revenue increase in less than nine months.
Stan Nunn brings more than 25 years of Sales, Sales Management, and Global Account Management experience and success to ValueVision Associates. Prior to joining ValueVision, Stan was Regional Director with Vistant Corporation, a supply chain management start-up company of Cardinal Health. While there he was introduced to ValueVision and applied the principles of ValueSelling in building a very successful client base in both the direct and indirect space. Prior to joining Vistant, Stan enjoyed a very successful career in the IT Industry with Hewlett Packard, Compaq, and Digital Equipment Corporation. His responsibilities included Territory Sales, Sales Management, and Group Sales Management, where he consistently exceeded revenue and margin goals while successfully growing the individuals within his organizations. The development of channel partners, new accounts, and growth within existing accounts were key to this success and resulted in numerous awards.
Peter Philpott brings over 28 years of sales and management experience to ValueVision Associates. Prior to joining ValueVision, Peter was the Vice President of Marketing for Kodak Polychrome Graphics. While there he was responsible for Product Marketing, strategic alliances and OEM relations, channel plans, and Marketing Communications. At Kodak Polychrome Graphics, Peter in his capacity as Vice President of Sales for the United States and Canada, successfully implemented the ValueSelling Framework™ for over 200 sales and marketing professionals. Prior to KPG, he was the National Sales Manager and Vice President for Graphics Printing Systems at Kodak. There he effectively implemented a turnaround plan that significantly exceeded revenue and earnings targets with increased customer focus and revised channel plans. Peter began his career in Toronto with Kodak Canada. He received sales and technical training at the Marketing Education Center in Rochester, New York.
Tricia Raphaelian brings more than 23 years of direct sales and marketing experience to ValueVision Associates - both in the field and in key management positions. The majority of her sales career was gained at Gartner Inc., where she was a consistent top producer prior to managing the Western U.S. sales organization. After a brief hiatus, she returned to Gartner to build a world class sales training organization in the West by developing and delivering skills curriculum for new as well as tenured sales executives and sales management. The foundation of this curriculum was ValueSelling, and the results were impressive - revenue increased 40 percent, the average deal size increased 30 percent, and the average sales cycle was reduced 20 percent - all over the course of six months. Tricia also has an extensive background in agency/corporate marketing and public relations.
Jim Roche is an industry recognized expert in creating and operating world-class sales teams with over 25 years of sales, marketing, and management experience. A 2005 American Business Award finalist for Best Sales Executive, he has held a variety of sales roles ranging from "carrying a bag" and running large and highly decentralized sales teams to creating and implementing sales automation systems training, and running worldwide sales operations organizations. Much of his career was spent at META Group, Inc., a leading technology research, consulting, and advisory firm with operations in 35 countries, offering information technology strategic consulting, transformation programs, and retainer advisory services. His most recent role at META Group, prior to its acquisition April 1, 2004 by Gartner, Inc., included building and running worldwide sales operations centered on a highly successful implementation of the ValueSelling sales process.
Ian Roughsedge is a Senior Business Executive with local and international experience gained from nearly 20 years in sales management, sales, marketing, facilitation and consulting roles across a diverse range of businesses. This includes industries such as Information Technology, Financial Services, Professional Services, Utilities, Telecommunications, Insurance, Manufacturing, FMCG, Pharmaceutical, Medical, Chemical, Transportation and Media. He specialises in helping organisations drive revenue growth through the implementation of a value orientated sales approach. Ian is committed to helping organisations align their entire business to developing value oriented customer relationships that are sustainable and yield a competitive advantage.
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Location(s):
ValueVision Associates has offices in North America, Europe, and Asia Pacific, with headquarters in San Diego, CA. |
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Target Verticals:
- Software
- Hardware
- Business Services
- Hosted Business Services
Clients:
ABB, ARM, Autodesk, Cadence, Datasweep, Epicor, Extensity, Hyperion, iManage, The Ken Blanchard Companies, Javelin Technologies, Kodak, Mercury Interactive, MetaGroup, NEC, Nortel Networks, Novell, Onyx, Palm, Inc., Salesforce.com, Pervasive, Siemens, SunGard Data System, Sun Microsystems, Toshiba, VeriSign. |
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Specialties:
ValueVision Associates is the world's first provider of a formula-based sales process developed exclusively for the Chief Sales Officer for increasing sales and business performance.
Our sales training is delivered through the ValueSelling Framework™, a practical, proven, sustainable selling methodology designed to uncover a customer's business issues and link the unique value of your solution as the best way to address those issues.
We equip sales executives with the right tools - to access and dialogue with executive decision makers, diagnose stalled decisions, increase forecast accuracy, expand each opportunity, and reduce discounting - so they can continue to make a difference at their company. Our approach is personalized to address a company's specific needs.
The ValueSelling Framework™ is delivered through classroom instruction, blended-learning, train-the-trainer delivery, follow-up reinforcement, proprietary assessment tools, and sales management consulting. The ValueSelling Framework™ builds the skills necessary to improve sales performance and deliver repeatable results.
We specialize in business-to-business organizations, where the solution portfolio is often intangible, where it's tough to even get a foot in the door, and when value must to be firmly anchored for what sets your organization apart from the competition.
Our management team at ValueVision Associates is made up of successful sales managers and executives from leading companies throughout the world, including Gartner, Inc., Kodak, IBM, Xerox, and Hewlett Packard. Our collaborative force provides our customers with a superior network of experience and leadership.
ValuePrompter®, eValueSelling®, and Qualified Prospect Formula® are registered trademarks of ValueVision Associates, LLC. ValueSelling Framework™ and Value Buying Process™ are trademarks of ValueVision Associates, LLC.
Key Focus:
ValueVision Associates develops a selling methodology and the associated skill sets for sales executives to compete on value not price. The key to the sales training provided by ValueVision Associates is in its practicality and simplicity. It is a formula based approach to prospect qualification that sales people and sales organizations readily adopt. Our focus is on sustainable change through practical application of our field tested tools and processes. |
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Awards, Endorsements and Other Accomplishments:
- Julie Thomas was awarded the Entrepreneurial Star Award by Microsoft and the Business Women's Network in 2005
- Julie was a 2006 finalist in the Women Who Mean Business Awards by the San Diego Business Journal
- ValueVision Associates website, www.valueselling.com, was named by Selling Power Magazine as the fourth most valuable websites for sales professionals in March, 2006
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