If technology’s impact on the sales profession was up for debate before, 2020 turned the dial all the way up.
The digital transformation that was already in motion accelerated at lightning speed during the pandemic.
Now, salespeople face a new challenge: making sure screen time doesn’t become a barrier to the face time that drives success.
Technology can make us more efficient, but it will never make us more effective. To thrive, we still have to do everything we did before the digital shift, and then some.
Technology should be a tool, not a trap.
That means resisting the urge to hide behind emails, automation, and slide decks, and instead stepping forward with real conversations, insight-driven questions, and authentic value.
In a world where it’s easier than ever to reach people, the hardest part is still truly connecting with them.
So, how do we leverage technology without losing the human edge? What does it really take to go beyond the elevator pitch and deliver real value?
In this episode, Julie Thomas, President and CEO of ValueSelling Associates, shares how salespeople can maintain and even increase their effectiveness in a tech-driven world.
She breaks down the key questions we should be asking and offers a smarter way to think about technology in sales.
Guest Bio
Julie Thomas is the President and CEO of ValueSelling Associates, Inc. She works with revenue leaders across many industries to help them realize results they never thought possible. She is passionate about guiding revenue organizations through uncertainty and helping them build resilient, engaged teams that drive predictable, sustainable results and create customers for life. Julie is responsible for ValueSelling Associates, Inc’s company’s global expansion and its position as a market leader in on-demand, instructor-led, virtual instructor-led, and hybrid (blended) learning solutions delivered throughout the world in more than 17 languages. In a career spanning more than 24 years, she credits her mastery of the ValueSelling Framework® for her own meteoric rise through the ranks of sales, sales management, and corporate leadership positions. Julie began her sales career at Gartner Group (now Gartner, Inc.) In 1999, she became Vice President of Gartner’s Sales Training for the Americas. Her role included successfully onboarding new sales hires and driving adoption of the ValueSelling Framework. She has extensive experience applying, coaching and reinforcing the ValueSelling Framework, ValueSelling Essentials® and their application to all customer-facing roles across the revenue engine. In 2003, Julie joined ValueSelling Associates as Chief Executive Officer and President. She led the company to become an industry leader in competency- and process-based training for escalating sales performance in business-to-business sales organizations worldwide. She takes pride in the fact that ValueSelling Associates is consistently honored as an award-winning Sales Training Service Provider. Visit https://www.valueselling.com/ to learn more.
About Your Host
Vince Holt is the founder and CEO of Management Recruiters of Mercer Island. With 35+ years industry experience, he is the only MRINetwork team member to win CSAM of the Year, Person of the Year and Lifetime Achievement Awards. In addition to spending time with his wife, children and grandchildren, Vince has raced motorcycles for over 50 years, winning 5 National Championships.
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