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.
Each course builds on the others to simplify complex selling into practical, measurable behaviors that align teams, protect margins, and accelerate results.
Courses
25 Lessons of Value Selling
The foundation of the VSI curriculum, this course simplifies the art and science of selling value into 25 practical 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 Negotiation
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 Workshop
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.
The Sales Manager
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.
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
Interviewing 101
Grounded in VSI’s “Hire Character, Train Skills” philosophy, this workshop shows managers how to identify and select high-integrity candidates who will thrive in a value-selling culture. Participants learn how to plan, conduct, and evaluate interviews that reveal both competence and character.
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)