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Ken Valla
Ken Valla, Regional Vice President of Sales, Wilson Learning Corporation, is responsible for driving sales strategies to increase revenue, profitability, and market share in North America. With over 15 years of experience in sales and sales management, Mr. Valla has consistently produced results exceeding annual objectives. Mr. Valla specializes in the complex sale that encompasses multiple buyers at various levels, often in global accounts and typically requiring executive involvement. His experience allows him to help his clients go to market more strategically and address their unique requirements. As an experienced sales executive, he understands what is required for salespeople to succeed in today's highly complex environment.
Written By Ken Valla
Blog: Calling on executives... don't get "referred downward" (4 November 2010)
Not long ago I was talking with a senior executive about the barriers confronting salespeople who want to meet with their customers' top leaders. I mentioned the common complaint that executives are hard to access and often refer salespeople right back down the line to their functional department heads. His response stuck in my mind: "You get referred to who you sound like." learn more
Article: From Solution Selling to Business Consulting: Developing Sales Skills for Competitive Advantage
In today's economy, sales leaders face a dilemma: Customers still able to invest in new solutions are also demanding discounts and other concessions. At the same time, selling organizations are under great pressure to deliver both sales numbers and profitability to meet their own company's expectations. learn more
Article: Getting Back in the Game: Strategic Selling Skills to Find Hidden Opportunities in Your Current Accounts
What growth strategy is your sales organization pursuing as the economy begins to show signs of recovery? As the business climate improves, so do the opportunities for shifting from survival to growth mode. learn more
Blog: How to Get Salespeople to Call Higher: Tips for Success (5 March 2012)
Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. learn more
Blog: To Differentiate, Leverage Your Customer's View of Fair Value (4 November 2011)
I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. learn more
