The biggest challenge facing salespeople is gaining access to new stakeholders. Whether calling higher to the C-suite or connecting at the business level, trying to gain access to nontraditional stakeholders to conduct a business discussion can be difficult. In either case, salespeople are facing new challenges getting prospects’ attention in a virtual world.

This virtual prospecting Training Industry Leader Talk will introduce a four-step process that guides sellers on how to make decisions and help them gain access to stakeholders inside their accounts. During this talk, your speaker, Ken Valla, co-founder and president of The Valla Group, will introduce several concepts that are based on the latest sales research from Gartner, Forrester and Harvard Business.

In this session, you’ll learn how to:

  • How and why leveraging data creates compelling messaging to gain access to new stakeholders.
  • How to leverage influencers inside accounts to improve your positioning.
  • How to leverage a new referral technique that will help increase your conversion rate.


Ken Valla, Co-Founder and President, The Valla Group Inc.

Ken Valla is president of The Valla Group, a sales effectiveness firm. With 30 years of experience in sales, sales management and sales strategy consulting, Ken specializes in B2B selling to help companies transform and maximize the results of their sales organization.

He has sold and implemented over $80M in sales effectiveness solutions and worked with over 50 Fortune 500 companies. Ken’s projects have helped these customers to measurably improve sales performance resulting in millions of dollars of return on investment.

In May 2019, Ken published an Amazon bestselling book, “Conversational Selling: Seven Sales Conversations that Drive High Performance.”