Value Based Selling: Software Sales Certification Program

A challenge for many software companies is to consistently meet or beat their sales goals year after year. The primary cause of this is inadequate sales practices and processes among their sales team. This is, in part, the result of poorly designed and executed sales performance initiatives within their company. The typical program that is deployed produces temporary spikes in sales and revenues but rarely produce sustained, universal sales increases across the majority of the sales team.

The Value Based Selling Certification Program is a comprehensive, six month sales performance improvement program that produces measurable and sustained, profitable sales increases for sales professionals who complete the program.

Participants begin by attending a 2-day Value Based Selling (VBS) Seminar/Workshop. Immediately following this live training session participants are assigned to learning clusters of 6 to 12 sales professionals from non-competing companies. The clusters participate in weekly webcasts, collaboration forums and one-on-one coaching sessions. At the end of the program participants are assessed, measured and rated in both the art and the science of the Value Based Selling practices and processes. Actual sales performance improvements are measured and reported as part of their Certification. Certificates are awarded based upon each participant’s performance on 5 essential VBS practices and processes. Graduates of the program receive handsomely designed VBS Certification plaques.

VBS is a comprehensive software sales methodology that’s been designed specifically for software and services companies. Since its release over 5,000 software sales professionals have attended VBS seminars. Sales teams, from small to large companies, throughout the US, Canada, and Europe have experienced increases in sales productivity, forecasting accuracy and lower costs of sales. VBS clients include IBM, 3M and GE software subsidiaries, Intuit, Misys, Harland Financial (CFI) Sage Software (Timberline Software), Microsoft (Exact/Macola Software), Inspiration Software and many more.

Jim and other authorized VBS Coaches will present, facilitate and provide coaching sessions for those enrolled in the program. All VBS Coaches have held C-level sales and/or marketing positions for software companies and have managed both inside and outside sales teams.

About The Value Based Selling Certification Program

Program Length: Sales professionals will attend a 2-day live Hands-On Workshop and participate in weekly webcasts, collaboration and one-on-one coaching sessions for six months.

Program Components:

• Live Hands-On/Workshop - 2 days
• Live Webcasts – (12) 50 minute sessions
• Live Collaboration Cluster Calls – (3) 50 minute sessions
• One-on-One Coaching Calls – (12) 50 minute sessions
• Certification – (1) 50 minute session

Cost: $4,945 for members $5,495 for non-members

Optional Non-Certification Track: Sales professionals who want training on the VBS practices and processes, but do not wish to be certified, may participate in the 2-day Seminar/Workshop, 2 Webcasts and 2 one-on-one coaching sessions for $2,245 for members and $ 2,495 for non-members.

Prior to founding Value Based (VBI) in 1993, Jim served as the President of Certified Software the first PC-based accounting software to be certified by a national accounting firm. Prior to that he served as the VP of Sales of Timberline Software (now Sage). Over the years Jim has recruited and built many successful executive and sales management teams. He is respected for his ability to align, unite, and motivate high performance sales professionals and leaders. He is considered an expert in the design and deployment of customer-centric sales and marketing processes. He is a nationally recognized speaker, trainer and facilitator whose articles frequently appear in national publications. He is the author of “Value Based Selling - A Software Sales Methodology”, “Value(s) Based Leadership”, and he co-authored Personalize! A Buying and Selling Styles Assessment tool with Mels Carbonell, PhD.