When looking for potential clients, do you actually take the time to do proper research? Or do you quickly scan their website and pitch to them, hoping they'll reply?  If you do not research properly, you'll never join the top 10% sales representatives club. In today's fast-paced sales environment, it's becoming increasingly essential for sellers to ensure they're selling the right products to the right people. Discover why value selling is vital in this episode of "The Sales Evangelist Podcast." Host Donald Kelly speaks with Julie Thomas, the CEO of Value Selling Associates, about the challenges facing sales teams and the power of value selling.  Julie shares insights into the changing dynamics of sales, the key to grabbing the attention of potential buyers, and the importance of being authentic and customer-centric in sales. Click the link to listen now and discover strategies to propel your sales success to new heights. Value Selling and Julie's Background Donald congratulates Julie on her book and delves into her background at Value Selling Associates.  Julie explains the company's role as a world-class sales methodology used by B2B sales teams globally.  She shares her journey of writing the book to highlight what has changed and what has remained constant in the sales landscape. Challenges in Grabbing Attention Julie discusses the challenges sales teams face in today's marketplace, emphasizing that getting the attention of potential buyers for initial conversations is harder than ever. She describes how the inundation of outreach and the presence of bots and AI have increased the difficulty of differentiating oneself and engaging with potential prospects. Differentiating in Outreach Julie offers insights into how sales representatives can differentiate themselves from the competition.  She emphasizes the importance of demonstrating an understanding of the prospect, sharing valuable insights, and refraining from leading with product demonstrations.  Also, she stresses the need to focus on being relevant, providing value, and understanding the prospect's challenges before proposing a solution. The Art of Communication and Engagement Donald and Julie discuss the significance of omnichannel communication, emphasizing the need to engage authentically and personally.  Julie shares her thoughts on using LinkedIn for outreach, one-on-one communication (such as direct email and phone calls), and one-on-many approaches through networking events and webinars. Building Authentic Connections Julie highlights the importance of authenticity and engagement in social media, emphasizing the need for genuine, humble, and insightful content.  She stresses that engagement and dialogue are crucial on platforms like LinkedIn and that the goal is to move conversations from online interactions to meaningful, real-world connections. The Concept of Interest and Value Selling Julie explains the fundamental principle of value selling, emphasizing the need to understand the customer and position one's solution as the best alternative for the buyer's problem.  She stresses that the key to value selling is ensuring that the problem being addressed is genuinely worth solving. Julie shares invaluable insights into sales professionals' challenges and how to overcome them. Through her expertise in value selling, Julie emphasizes the significance of understanding your customer and positioning your solution as the best alternative for a problem worth solving. Her emphasis on authentic, engaging communication and creating genuine value for potential buyers is a game-changer for any sales professional. Listen to the full episode to better understand how to differentiate yourself in a crowded market, engage with potential customers, and leave a lasting impression. This episode is a must-listen if you're ready to transform your sales approach and drive meaningful results. So, grab your headphones and prepare to