Sales Process Optimization

Sales Process Optimization


Your business-to-business sales process is how you systematically “manufacture” your customers and prospects. Through a series of specific steps, you discover promising prospects, engage them, and ultimately convert them into customers. Using these defined steps vastly improves the predictability of the outcome, and the likelihood of closing.


The ValueSelling Framework® provides skills and tools to support every stage of your sales process, whether it is already developed or still a work-in-progress. Through our customizable ValueSelling Framework, we can:

  • Overlay ValueSelling skills and tools to fit your preexisting process, so you can keep and improve upon your best practices.
  • Design an entirely new sales process that maps to your company’s needs and your prospect’s buying process; and/or
  • Help you understand, define and improve your own sales process and best practices, to create a successful template to use at every stage of the sale.

Whether your sales process is complex, nonexistent or somewhere in-between, we can help you create or customize a sales process that fits your business needs.


  • Instructor-Led Training
  • Assessment
  • Reinforcement
  • Virtual Instructor-Led Training
  • On-Demand Online Courses
  • CRM/SFA Integration

Here you can create the content that will be used within the module.

Course Schedule

Register Now: Class sizes are limited!

About the Value Academy

• The Value Academy is a training platform
• Uniquely empowering business and IT professionals
• Designed for value practitioners, salespersons, product marketers, and their leaders
• Academy courses are delivered by top instructors in their field.

Course Price: $3000 $2650

Option: New Skill Reinforcement,
90 Day Coaching of 20 hours (+ $3,000)

Find Out More!

Course Categories

Who should take this course?

Program Managers who want to guide teams to program success every step of the way.

Program Business Sponsors who want to understand key actions they and their teams should take to assure optimal value results.

Organizational Change Managers (OCM) who want to strengthen their impact by integrating Value Management into the heart of OCM activities.

Customer Success Managers who want to best prioritize their actions to maximize program success.

Consultants who desire assurance their actions, designs and guidance contributes directly to value enhancement.

Six Sigma Continuous Improvement Advisors who want to demonstrate value results.

Functional, technical design managers who seek understanding of actions they should take to assure solution design optimizes expected business value.

Why take this course?

  • Ensure you have the latest and greatest VM tools, templates and approaches from the best of the best.
  • Learn “tricks of the trade”, not just academics.
  • Get new thinking in the use of value in all phases of the program implementation cycle.
  • Enhance recognization from your professional community.

Course Instructors

Shimon Abouzaglo, Instructor
Shimon Abouzaglo, Instructor

Shimon Abouzaglo, Founder and CEO of The Value Council

Jack Keen, Instructor
Jack Keen, Instructor

Founder of The Value Council, Managing Director, The Value Academy

The Value Selling & Realization (VSR) Council is an organization made up of forward-thinking Sales and Corporate executives that operates with a central mission: Maximize value from investments in IT-enabled change by establishing and promoting value management awareness and understanding, standards, practices, and tools that enable technology vendors and enterprise corporate executives to collaborate in developing and executing a “roadmap to value”.

Contact Us

13410 Preston Road
Dallas, TX 75240

Phone: 1.214.709.7613