On this episode of the Sales Talk for CEOs Podcast, Julie Thomas, CEO at ValueSelling Associates, joins us to discuss how to foster collaboration between sales channels for greater sales success.
Julie shares how overhauling the sales structures at ValueSelling required many layers of change. From finding ideal independent contractors to introducing direct sellers, Julie has made collaboration between teams a top priority. Listen to what challenges she encountered, how she overcame them, and her advice for other CEOs on how to lead sales without being in the nitty-gritty of the day-to-day.
Highlights of this Episode:
[5:30] The challenges Julie faced when taking over ValueSelling and how she restructured the sales channels to increase sales.
[8:40] Why having a global reach was so important to scaling and growth.
[10:50] How ValueSelling creatively used its customers to translate content for various countries.
[14:30] How Julie found the right channel partners to collaborate with.
[21:20] What were the hardest parts of building a channel and what didn’t work?
[26:20] How Julie manages being the CEO of the company and staying involved in sales.
[30:15] Why Julie decided to add direct sellers into her sales channel strategy and how they balanced that with their independent contractors.
[36:00] Where the focus will be for future growth.
About our Guest:
Julie Thomas, President and CEO of ValueSelling Associates, is a noted speaker, author, and consultant. 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.