#210: Julie Thomas – Customer Loyalty in the Digital Age with Value-Based Selling

October 9, 2023
#210: Julie Thomas – Customer Loyalty in the Digital Age with Value-Based Selling

In this week’s Scale Your Sales podcast episode, my guest is Julie Thomas, the President and CEO of ValueSelling Associates.

Julie is the author of “The Power of Value Selling: The Gold Standard to Drive Revenue to Create Customers for Life,” and 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.

In this episode, we delve into the world of value selling and its transformative potential for businesses in the digital age. Our guest introduces her recently launched book, “The Power of Value Selling,” which serves as a contemporary guide to driving revenue and cultivating lifelong customer relationships. We explore the shift from her previous work in 2006, highlighting the profound changes in technology and communication strategies that have reshaped the value selling landscape. She also discussed the intricacies of conveying value through both extrinsic and intrinsic approaches, and the pivotal role value-based selling plays in fostering customer loyalty and retention. We also dissect the shortcomings of traditional sales processes, shedding light on the symbiotic relationship between customer success and sales effectiveness.

Welcome to Scale Your Sales Podcast, Julie Thomas.


04:43 – Value selling is about understanding what someone values and motivating them to choose you.

07:49 – Teach buyers business value, understand their personal motivation.

12:19 – In today’s world, it’s about reselling continually.

15:05 – Clients integrate resources for customer-centered approach.

18:58 – Sales leaders focus too much on salesperson, instead of buyer outcomes.

25:51 – Sales reps often waste time on unwinnable opportunities.


Purchase her book through this link!

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon/

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog https://scaleyoursales.co.uk/blog

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#210: Julie Thomas – Customer Loyalty in the Digital Age with Value-Based Selling
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Scale Your Sales Janice B Gordon

We work with Chief Revenue officers, Sales Leaders, and SaaS Founders identify their best-paying customers, retain more of them, and modernise for a customer and buyer-centric relationship.

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