of your top performers, their best practices stay in silos rather than spreading across the organization. These aren’t theoretical problems.
Working with global sales teams, we’ve seen that – when companies deploy multiple sales methodologies or allow too much flexibility at the re- gional level – sales reps revert to old habits, and performance flatlines .
WHAT A UNIFIED SALES STRATEGY LOOKS LIKE A unified sales strategy begins with clarity – clarity about how your orga- nization sells, who your ideal buy- ers are, and what selling behaviors move deals forward. It’s more than a process. It’s a mindset, a shared language, and a standard for creating value in every interaction. Adopting a new sales methodology is a big step for any organization, and, when done correctly, it results in a dramatic increase in revenue performance. At ValueSelling Associates, our sales training and coaching programs are grounded in the ValueSelling Framework®
, a
proven and unified sales methodology. What does this mean for our global clients? When teams across geographies operate from this shared foundation, they stop impro- vising and start collaborating. The unified strategy of selling with value is the underpinning of your global sales strategy.
WHY CONSISTENCY DRIVES GLOBAL PERFORMANCE It’s tempting to equate consistency with rigidity. However, in a global sales environment, consistency actually al- lows managers to focus on coaching, enables reps to tailor their conversa- tions without abandoning the struc- ture, and frees organizations from the noise of disconnected data, rogue selling styles, and unreliable forecasts. A framework of best practices works to amplify creativity by provid- ing guiderails that support flexibility: Sellers spend less time trying to figure out what to say and more time
making each conversation relevant. Leaders spend less time chasing down status updates and more time developing talent. Unified sales methodologies also make growth scalable. New markets ramp faster because they don’t have to start from scratch. New hires plug into an existing rhythm instead of creating their own. And perhaps most importantly, executive teams can gain visibility into performance drivers across every region – not merely anecdotal evidence, but ac- tionable insight. Companies that stick with one
methodology and integrate it into their sales DNA outperform those that jump from one trend to the next .
GLOBAL SALES TRAINING SUCCESS STORIES Here are real-world success stories of how a few of our clients success- fully rolled out and implemented global sales training strategies. Click on each client’s name to read the full case study. • Weir Group PLC is one of the world’s leading engineering busi- nesses. The company’s leadership realized they needed to transform from a mindset rooted in features and functionality to one rooted in value. With a structured rollout of the ValueSelling Framework across European and Asian teams, they achieved 25% faster sales cycles, a 21% increase in revenue, and a 25% improvement in ad- justed operating profit.
• Perceptyx, a global leader in employee listening and actioning for a better workplace, needed a sales methodology that enabled them to scale their business with a consistent focus on the value they bring to customers. They chose ValueSelling for the tailored pro- grams and ability to train across the revenue function from market- ing to revenue leaders. Perceptyx has seen an increase in average contract value of 56%, forecast accuracy is up 49%, and they’ve
experienced a 25% increase in win rates. Most importantly, there has been a significant increase in multi-year contracts.
• Hitachi Vantara – the data stor- age, infrastructure, and hybrid cloud management subsidiary of Hitachi, Ltd. – needed a consis- tent sales approach to catalyze cohesion and accelerate revenue growth. They chose ValueSelling to unify the global sales team through a program that included eLearning, instructor-led train- ing, and monthly reinforcement and coaching to drive adop- tion. Within a few months, they increased the average deal value by millions of dollars and realized a 3x increase in bookings quarter- over-quarter.
CONCLUSION: WINNING GLOBALLY STARTS WITH ONE STRATEGY In today’s competitive market, sales teams can’t afford to operate in silos. Local wins matter – but only if they’re built on a foundation that scales. A unified sales strategy pro- vides that foundation. It aligns people, processes, and performance with what buyers value. A proven sales methodology serves as a framework that provides every rep with a structure for success and every manager with a standard for coaching. Additionally, it gives ex- ecutives confidence that their global strategy is more than just words – it defines how their teams operate every day. Winning globally starts with one strategy. Make it one built to last.
Julie Thomas is CEO of ValueSelling Associates, Inc. and also leads Growist™
,
a ValueSelling sub-brand empowering small businesses with proven sales frameworks. A former Gartner executive, Julie’s long-standing industry leadership has earned ValueSelling top awards as a pre-eminent provider of sales training. Her latest book is The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life.
SELLING POWER JULY/AUGUST 2025 | 39 © 2025 SELLING POWER
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