Episode 144: Interview with Ken Valla

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About Ken Valla:

Ken is President of The Valla Group a Sales Excellence firm. With over 25 years of experience in sales, sales management, and sales strategy consulting, Ken specializes in b2b selling to help his clients address their unique client business needs. He has sold over $70M in products and services and worked with over 50 Fortune 1000 companies, across multiple industries, and helped these customers to measurably implement organizational sales effectiveness initiatives. Ken is published in numerous business publications, including the Strategic Account Management Association’s Quarterly Journal, Velocity; Sales and Marketing Management. Ken resides in both Chicago and Phoenix with his wife Nancy. He has two grown children, Nick and Jamie.

3 big ideas discussed in this episode:

  • Digital Transformations are affecting every company in the world
  • Sales methodologies traditionally focused on asking the customer many questions first
  • Early stage conversations actually shape and win business deals

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