Visualize, Inc. - Sales Consulting Practice of the Year

Company: Visualize, Inc., Birmingham, MI, USA
Entry Submitted By: ValueSelling Associates, Rancho Santa Fe, CA
Company Description: ValueSelling Associates equips B2B sales professionals to compete on value, not price, using a time-tested methodology with proven results. Our expert Associates create custom sales improvement training delivered globally in over 17 languages. With ValueSelling, sales professionals get the tools, skills and processes to effectively qualify, advance and close more sales with higher margins.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year

Nomination Title: Visualize, Inc.

Established in 2002, Visualize is the leading provider of the ValueSelling Framework®, a formula-based sales methodology that accelerates sales results. The Visualize team leverages the ValueSelling Framework in its training workshops. Going well beyond sales training, the team coaches clients to engineer value, message, articulate, sell, close and renew. Scott Anschuetz, Founder and CEO of Visualize, credits the company’s success to an extreme focus on client value.

When asked about how the company derived its name, Scott said, “Visualization is fundamental to how I approach life, and success and failure. When I was young, I saw motivational speakers like Mike Wickett and Anthony Robbins. I discovered that success comes from how you manage your own mind and thoughts. It’s about visualizing repetitively where you want to be. What you focus on is what you get.”

Visualize has won the annual Top Producer award from ValueSelling Associates for 16 consecutive years, as well as several Grand Stevie awards. Meanwhile, every team member has made ValueSelling Associates’ coveted Winner’s Circle – Circle of Excellence (COE) – as they share their enthusiasm, expertise and passion to change the lives of sales professionals around the world through sales training and coaching.

Outline the team’s achievements since July 1, 2019 that you wish to bring to the judges’ attention:

Since mid-2019, Visualize has provided training, coaching and consulting to organizations around the globe

After training and coaching from Visualize, clients achieve higher levels of success:
-A global leader in cloud infrastructure and digital workspace technology saw a 65% increase in their Average Sales Price.
-A cloud computing companysaw new average contract value increase by 275%.
-A real-time personalization platform provider realized the largest quarter in the company’s history with 50% of the enterprise team at 150% of more of its quota.
-An enterprise, cloud-based storage realized a 48% increase in YoY revenue growth.

After adopting the ValueSelling Framework, a leading telecommunications company shared these results:
-The total amount influenced since we began tracking in July of 2019 is just over $31 million in the Enterprise group.
-The amount influenced by those stating, ‘Significant Influence’ or “Could not have won without,” is approximately $12 million.
-This is a subset of the North America sales team on opportunities of $100k or more.

After implementing Vortex Prospecting, a leader in cloud-based platforms provided these results from the one-hour call blocks:
-Call volume increase of up to 4.6x higher
-Connections-to-meeting ratio of up to 32%
-Estimated pipeline value over $16 million

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the individual’s past performance :

The year of pandemic will be Visualize’s best year ever with YOY growth, including 90-days of shutdown. Scott is most proud of how well the team responded and reinvented themselves, as facilitators and coaches in a remote selling and delivery environment.

“We contributed to re-envisioning and redeploying virtual workshops in less than 45 days. We got comfortable with the technology. We blew our customers away by how we created engagement, creating interaction every 90 seconds.”

The foundation of Visualize’s sales training is the ValueSelling Framework® to manage the conversation and develop a mutual understanding of the value to the buyer and their business. It’s based on simple, repeatable steps that fit seamlessly into existing sales routines with a tool set, the eValuePrompter®, integrated throughout the entire sales cycle.

Client feedback confirms the team’s impact:

“I use ValueSelling in all conversations…and that is why I made President’s Club! It is truly a great selling aide.”

“Thank you for making me look good. We got this feedback today on this week’s workshop. ‘I really enjoyed the training. I told (your boss) last night I feel this is the best training I’ve been to. I got so much out of it.’”

“You wouldn’t believe how much the ValueSelling training you provided came up at SKO. You drive the epicenter of our ValueSelling technique. I truly appreciate what you do for us!”

Visualizing success, the team anticipates 2021 is going to be a “kick-ass” year for its clients!

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination :

-Visualize website : https://visualize.com
-Visualize testimonials
-Visualize Workshops
-Video: Getting to Know Scott Anschuetz: https://visualize.com/about/scott-anschuetz/
-SalesTech Star Interview: https://www.salestechstar.com/interviews/salestech-interview-with-scott-anschuetz-ceo-at-visualize/