PROVEN CURRICULUM

Helping Companies Build a Value Selling Culture

VSI’s interconnected curriculum equips sales professionals and managers with the mindset, tools, and repeatable process to create a common sales language that drives profitable growth.

Group of diverse individuals sitting at tables in a training room, using laptops.

Each course builds on the others to simplify complex selling into practical, measurable behaviors that align teams, protect margins, and accelerate results.

Courses

Value Selling Foundation

The foundation of the VSI curriculum, this course simplifies the art and science of selling value into practical and repeatable lessons that sales professionals can apply immediately. Participants learn how to shift conversations from price to value, uncover customer needs, and clearly quantify the impact of their solutions.

Value Selling Negotiations

This course teaches how to negotiate from the supplier’s perspective using measurable value as the foundation for every discussion. Participants learn to protect margin, trade value for value through Alternate & Elegant Negotiables, and apply the VSI Deal P&L to strengthen customer trust and long-term profitability.

Sales Process

This immersive course and workshop introduces the VSI Six Step Sales Process Roadmap, a proven framework that guides teams from Prospecting through Close & Execute. Participants learn how to qualify opportunities, create measurable value propositions, and close business with confidence while maintaining profitability.

Sales Management Blueprint

This program equips front-line and mid-level leaders with practical tools and frameworks to build high-performing, value-driven teams. Managers learn that their number one job is developing their people. The course focuses on coaching habits, communication skills, and leadership practices that drive both performance and growth.

Group of leaders reviewing sales assessment documents around a conference table scattered with documents.

VSI AI and Sales Assessment Tools

VSI’s digital toolkit integrates seamlessly with the curriculum to enhance learning and accountability. The suite includes AI-enabled reference files, sales process assessments, and call scorecards that help teams apply what they learn in the field.

These tools provide real-time insight into performance, enabling managers and sellers to continuously improve and sustain a true value-selling culture.

Workshops

AI Accelerator

AI will not replace salespeople. Salespeople using AI will replace those who don't.

Generative Artificial Intelligence is the biggest productivity breakthrough in the history of professional selling. This workshop will enable commercial professionals to combine proven Value Selling methodologies with practical AI tools and prompts to improve sales planning, customer engagement, proposal development, and overall commercial productivity, and win more business along the way.

Learn how to leverage AI to:

  • Accelerate results using practical prompts and proven Value Selling tools

  • Apply the VSI six-stage Sales Process to create and protect customer value

  • Build compelling Value Propositions with the "Is, Does, Means" framework

  • Quantify business value and move conversations beyond features and price

  • Prepare, communicate, and execute more effectively at every stage of the pipeline

Customizable Workshops

VSI offers multiple advance learning workshops both in-person and virtual based.  These workshops are available as a standard program, or we can work together to customize the learning experience for a specific need. These advanced programs allow organizations to customize learning while maintaining one consistent Value Selling methodology across every commercial role. Examples include:

Training Refreshers • Sales Process and CRM Integration • One-on-One Coaching Programs • Sales Team GAP Assessments using VSI SWOT process • Interviewing • Client specific programs

New Manager Assimilation

This workshop helps new managers build trust and alignment quickly with their teams. Through structured dialogue and guided discussion, participants clarify expectations, establish mutual accountability, and accelerate the transition from new leader to trusted coach.

Voice of the Field (Ideation)

An interactive ideation session that connects leadership with the front line to uncover communication gaps and strengthen alignment. VSI facilitates open discussion to capture the Voice of the Customer and the Voice of the Field, translating feedback into actionable strategies for growth and execution.

Managing 3rd Parties

This session helps companies align representatives, distributors, and channel partners with their value-based approach. Participants learn how to extend consistent messaging, build stronger collaboration, and ensure every external partner reinforces the company’s differentiated value proposition. (Provided by external partner - KCM Growth)