VSI BOOKS
Extending Learning Beyond the Classroom
VSI books are designed to reinforce and extend the principles taught in our courses, helping readers apply value selling and leadership concepts long after training ends.
Each title provides a practical guide for professionals and managers who want to deepen their understanding, strengthen their skills, and sustain a true value-selling culture.
The books serve as the pre-reading assignments for all VSI courses, ensuring participants arrive prepared with the foundational knowledge that maximizes engagement, insight, and classroom impact.
Simplifying Value Selling
Move Beyond Benefits & Sell Measurable
A practical guide that explains the VSI Sales Process and ten core disciplines of value selling. Readers learn how to engage customers in meaningful business discussions, quantify value, and win profitably by creating measurable impact. Available now on Amazon.
The Sales Manager’s Framework
Based on 25 Years of Proven Frameworks and Coaching Models to Lead, Manage and Develop High-Performing Sales Team
Built on more than 25 years of global leadership experience guiding large teams and divisions for GE and other Fortune 500 companies, this book provides a clear, actionable approach to sales leadership. It teaches managers how to coach, mentor, and develop their people while building a culture of accountability, performance, and sustainable growth. Available now on Amazon.
Value Selling Negotiations
This book explores negotiation from the supplier’s perspective, teaching sellers how to protect profitability while strengthening customer relationships. It introduces the VSI Deal P&L to help quantify value and applies the use of Negotiables and the Quid Pro Quo principle to ensure every agreement creates balanced value for both parties. Readers also learn how to define their BATNA—the Best Alternative to a Negotiated Agreement—to approach every negotiation with clarity, confidence, and control. Available in Q1-2026Amazon