Spyglass Selling is the latest innovation in sales training and tools from Value Prop Interactive.
VPI was founded in 2005 in order to create a new kind of sales / marketing / messaging methodology – one that could be delivered via content, training, coaching and strategic assistance. This “Value Prop Method” accelerates “go-to-market” for entrepreneurial and growing companies ranging from start-ups to Fortune 500 companies.
With a focus on plug-in processes, people and support, Value Prop Interactive and its method, training and tools can empower initiatives in even the most sophisticated marketing and sales organizations. Over the past decade and counting, the company has facilitated key results for DOW Chemical, Novartis, SAP, Day & Zimmermann, Royal Products Group and other B2B organizations.
Value Prop delivers a repeatable sales and marketing process with continually updated content and concepts. With Spyglass Selling, we’ve distilled all our best practices developed over a decade and visually-based tools for sales teams to help them see more of the valuable revenue, relationships and real-time opportunities that have been hiding in plain sight.
Jose PalominoFounder & CEO
As the author of the book, Value Prop, Jose founded Spyglass and its parent, Value Prop Interactive, by developing creative, simple and highly effective messaging tools for global leaders in software, manufacturing, pharmaceutical and professional services. Jose has a track record of success working with business owners, CEOs, and Fortune 1000 sales and marketing teams who want to take ideas, products, and services to market with greater consistency, speed, and impact. With over twenty five years’ leadership experience in technology and service sectors, Jose is a proven strategist, deal-maker, and platform speaker.
He has held management, technology, sales, and marketing positions at Yankee Group, Market Systems International, Tandem Computers, and Clearpoint Group – working with industry leaders including IBM, Accenture, Unisys, SAP, General Motors, Chase, and Citicorp. Jose combines tactical creativity, strategic orientation, marketing savvy and technical acumen to deliver insights, leadership and results. In his writing as well as the company’s workshops and coaching, Jose is committed to making strategic sales and marketing practical and immediately usable.
Jose is an Adjunct Professor of Marketing at Villanova University where he earned his MBA. He also served on the board of The Entrepreneurs’ Forum of Greater Philadelphia and is a Resource Speaker for Vistage International, the world’s largest CEO organization.
Ralph WitcherVice President
Ralph brings deep experience in Management Consulting, Sales Strategy, and Demand Creation Strategy development. He is a senior sales executive with broad experience in all aspects of sales and sales management, and value selling. Direct experience selling to CXOs along with VPs of Marketing/Sales within global accounts.
He has over twenty years of professional sales experience and is an acknowledged expert in Consultative Selling and Value Selling sales methods.
While with the consumer research division of the Corporate Executive Board (iConoculture) Ralph sold products and services to Chief Marketing Officers, SVP’s, VP’s and Directors of Marketing, VPs of Con-sumer Insights, and Heads of Consumer Research departments. Created annual sales plan to achieve quota targets and conducted annual/ quarterly/monthly forecasts; created territory and account plans including conducting annual client blueprint and quarterly value audit meetings; and created Business Process Impact Analysis Sum- mary. With market research giant, Gartner, Inc., Ralph managed an individual territory (’98-’00) and managed a team of software specialist (’00-’05) that sold applied research software to large accounts. He had global responsibility to sell these products.
Karen DavisChief Operating Officer
A successful General Manager and Entrepreneur with over 20 years of domestic and international experience in the consumer products industry, Karen brings her ability to identify, analyze, and resolve problems using innovative thinking, creativity and leadership to the day-to-day Operational Management of Value Prop Interactive
Karen has owned and managed the day-to-day operations of a multimillion-dollar manufacturing/distribution enterprise and has a strong track record of driving P & L results. Her strengths are her attention to detail, and her superior analysis, budgeting, and financial management skills. She has been recognized for identifying, analyzing and
resolving complex problems, utilizing innovative thinking, creativity, and leadership
Karen’s experience ranges from owning and operating a small business to managing an operating unit of a $500 million business. She has experience in managing key accounts – including several world-renowned customers such as National Geographic, Discovery Communications, and the Smithsonian Institution. She has a passion for operational management, including process and procedure development and implementation, combined with overall strategic vision and marketing and sales savvy.
She has served in leadership positions throughout her career, including as President of the International Map Trade Association Board of Directors. Karen holds a BS in Business Administration/Marketing from Millersville University and is currently pursuing a Masters of Leadership Development from Penn State University. A lifelong resident of the Philadelphia area, Karen resides in West Brandywine, PA.
These Sales Teams Saw Real ROI
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