The B2B Revenue Executive Experience Stop Selling, Start Solving with Julie Thomas
Apr 15, 2025
43:10
In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter speaks with Julie Thomas, President and CEO of ValueSelling Associates, to reveal how entrepreneurs can transform their approach to sales from uncomfortable necessity to confident value creation.
What You’ll Learn:
- How to transition from technical expertise to effective selling without compromising authenticity
- Why listening and questioning skills matter more than traditional "pitch and present" approaches
- The four fundamental questions every sales conversation must address to drive meaningful outcomes
- How to quantify value in a way that resonates with prospects and builds credibility
- The “Stop Selling > Start Solving” framework for transforming uncomfortable sales conversations into value-driven discussions
- Why AI will enhance but not replace the human elements of consultative selling
Julie Thomas is the President and CEO of ValueSelling Associates and leader of Growist, bringing decades of sales leadership experience to help revenue leaders achieve unprecedented results. A former Gartner executive turned sales methodology expert, Julie has established ValueSelling as an award-winning training provider serving mid-size and enterprise companies worldwide. She is the author of the bestselling book “The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life” and pioneer of the “Stop Selling, Start Solving” program designed specifically for entrepreneurs and small businesses.
Now that you know how to ditch the high-pressure sales pitch and start solving real problems for your customers, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.
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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:
- Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
- Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
- Episode 301: From Tech Sales to Business Conversation with Eric Shaver
Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.
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