Value Based
Resource Library
Browse our resources by category. Access latest webinar recordings, whitepapers, case studies, e-books, and more. These resources have been created by our team of experts who have decades of experience in each sector, proven results, and curated to provide leaders like you the tools they need to innovate departments and engage teams.
To have a conversation with one of our Value Based experts to help your organization meet and exceed expectations, click the button below.
CATEGORIES
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Highlights & Insights: 2023 NACCAP Admissions Readiness Report
Our experts shared the highlights from the peer survey across NACCAP institutions as well as insights institutional leadership might wish to take. Access Recording >>
Corporate & Manufacturing Resources
We've helped hundreds of corporations and thousands of sales and marketing professionals achieve millions of dollars in new sales and revenues.
The majority of our corporate clients represent the small and midsize business sectors, however, our client list also includes companies as large as IBM, Microsoft, Intuit, Sage and software subsidiaries of 3M and GE.
To see if our customized sales training and/or your own branded sales academy is right for your team, we invite you to contact us.
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People, Promotion, Processes, & Presence
Covers People, Promotion, Processes, and Presence—the four key ingredients all corporations need in order to increase and sustain revenues.
Missing Corporate Revenue Targets?
Explores the disconnect between marketing and sales and how to re-align both departments to the goal of increasing revenue.
Is It Time To Certify Sales Professionals?
We make the case for certifying sales professionals as a means of improving sales performance, assuring professionalism, and enhancing the customer experience.
Corporate & Manufacturing Resources
Motivating Your Sales Team: 7 Morale Boosts
In this e-book, we explore 7+ ways to motivate sales teams, ranging from easy-to-implement changes to those that take more time (and produce a long-term return on investment). Compiled by presenters with years of experience in the Software/SaaS sector, this e-book provides proven, actionable items. Download here >>
The 4P's ToRevenue Growth
Covers People, Promotion, Processes, and Presence—the four key ingredients all SAAS and software companies need in order to increase and sustain revenues. This e-book is perfect for those new to their SaaS sales position of management and those who've "been there, done that" but welcome a good reminder of the really important principles for creating/sustaining revenue.
The Case For Certifying Sales Professionals
This e-book presents the case for certifying sales professionals as a means of improving sales performance, assuring professionalism, and enhancing the customer experience. Certification is embraced across many sectors as a vital means of ensuring a particular level of expertise and adherence to best practices.
Missing Revenue Targets? Solve The Disconnect Between Sales & Marketing
Explores the disconnect between marketing and sales and how to re-align both departments to the goal of increasing revenue.
What Is Sales Enablement? Metrics & KPIs
Sales enablement is not so much a new concept as it is a reference to a strategy with A renewed focus on the inclusion of all the resources a sales team needs to be successful. At Value Based, we believe the most important factor in sustaining results from Sales Enablement is defining and tracking KPIs and metrics for the following Value Based Sales Enablement components.
Higher Education Resources
We've helped many colleges and universities generate millions of dollars in sustained enrollment increase by training Enrollment Teams in sales best practices specifically designed for the ethos and equity of Higher Education.
If you'd like to learn more about how Value Based can help your institution increase enrollment, click the button below to schedule a conversation with one of our enrollment experts.
Articulating Your School's Value
Covers four critical steps to increasing enrollment revenue, this hands-on e-book will help any enrollment team articulate their unique value(s) to prospective students.
The 4P's:
A Closer Look
Covers People, Promotion, Processes, and Presence—the four key ingredients all institutions need in order to increase and sustain revenues by increasing enrollment.
Innovation In Higher Education
Explores the WHY, WHAT, HOW, and WHEN innovative strategies have been employed by other institutions to increase enrollment year over year.
Enrollment & Buyer Cycles
Tuning your cycle to the Buyer's Cycle—in this case, the Prospective Student who is buying in to your school's value—can revolutionize Enrollment.
Higher Education Webinars
2023 NACCAP Admissions Readiness Report
THE SURVEY RESULTS ARE IN! If you missed the webinar, our panel of experts broke down some of the key highlights and insights from our 20-question 2023 NACCAP Admissions Readiness report and what they mean to Enrollment leaders.
7 Ways To Cool Summer Melt
In this webinar, we explore 7+ ways to reduce summer melt, ranging from easy-to-implement changes to those that take more time (and produce a long-term return on investment). Taught by presenters with over 30 years in the Higher Education sector, this webinar provides actionable items. Download the webinar, e-book, and other resources here.
Appetite For Innovative Disruption? Part 1
In Part 1 of two webinars, we explore innovative disruption in Enrollment leaders are currently applying to see enrollment growth. Download webinar here.
Appetite For Innovative Disruption? Part 2
In Part 2 of two webinars, we explore innovative disruption in Enrollment leaders are currently applying to see enrollment growth. Download webinar here.
Building A Campus That OWNS Admissions
In this webinar (50 min.), Dr. Al Cureton answers questions on how to create a campus that owns Admissions. We also provide a concise Q&A compilation of the questions asked and Dr. Cureton's answers for those who would rather print it out. Here are the questions he answered from our experts and our audience:
1. When you oversaw Enrollment was there anything you wished yourPresident had done to support a culture of "everyone owning Admissions"?
2. What advice would you give to a VP, Dean or Director that would help them empower everyone on campus to own Admissions?
3. How does one get to a place where the whole campus is able to embrace an "everyone on campus owns Admissions" perspective?
4. What role does data play in gaining buy-in from the over-all campus community?
5. How much, and what kind, of data do you recommend to launch, manage, and monitor the success of this type of initiative?
6. How do you gain the attention and/or buy-in from Faculty?
7. How do you deal with the mindset that "more students means more work"?
8. How do you help and motivate those that are a long way from your campus-side vision?
9. What is the President's role and responsibility in initiating and reinforcing the "All In" campus attitude?
10. What can you provide that will equip the program and department leaders to execute an "All In" strategy and tactics?
11. What kind of affirmation and reward systems can you put in place to reinforce an "All In" attitude?
Coronavirus Response For Enrollment Leadership
Creating An Admissions-Ready Culture On Campus
Creating An Admissions-Ready Culture On Campus
- Interview with Dr. Al Cureton (former president of the University of Northwestern - St. Paul) on how he and his team created an "all in" culture on campus - click here
- Interview with Eric Klein (VP of Enrollment at the University of Northwestern - St. Paul) on what he and his team did to empower all the departments on campus - click here
- Infographic of key points - click here
Higher Education Value Series
Click here for our rave-winning Higher Education Value Series: Curated resources focusing on developing your Value Proposition, long-term vision, Service-Centered Counseling, and Enrollment Cycles.
Increase Your Yield
This webinar covers 5 things institutions must do to consistently hit their enrollment targets. Download webinar here.
Innovation In Higher Ed: Start In Admissions
Is Your Admissions Team Sales-Ready?
Presented by Value Based and sponsored by NACCAP, this webinar features Jim Allen and Cathy Garland as they present the Why, What, When, & Who Of Sales Readiness.
Learn The ONE THING For Fast, Affordable Enrollment Growth
Rob Westervelt of George Fox University share the ONE THING that can increase enrollment right now, every time. Download webinar here.
Motivating Your Admissions Team
Presented by Jim Allen, Cathy Garland, and David Lofthouse. Includes 9 morale boosts and several bonus ideas Enrollment Leaders can implement immediately to motivate their admissions teams to achieve next year's enrollment goals. Click here to download the webinar, ebook, related blog posts, and infographic.
Settling The Debate On College Marketing
Ready to settle the debate? Hear best practices and their results from experts who are getting results from college and university marketing departments. Download the webinar here.
Standing Out From The Crowd: Articulating Your Institution's Values
How does a university demonstrate to prospective students that their institution is unique from the rest and ensure the university brand isn’t lost in the sea of options? These resources outline the steps to arrive at your institution's value for prospective students and their constituents and how to train your team to articulate them. Download the webinar, e-book, and other resources here.
Thoughtful Innovation & Change In Turbulent Times
In a high-level presentation to VPs of Marketing & Admissions, Rob Westervelt, formerly of George Fox University, presented the challenges GFU faced and the 7 Success Principles they applied to successfully grow admissions 37% in a single year and enroll three consecutive record Freshman classes despite lower inquiry and application rates.
To meet the challenge, Rob tossed the typical strategic plan and applied the principles found in a recording of the webinar presentation or on our blog.
Let Us Help You Get Budget
You'll hear enrollment experts (Dave Lofthouse, Jim Allen, and Cathy Garland) at Value Based share how you can build and present a business case to support a request for budget—a budget to train your Admissions Counselors on the 33 value-based, consultative best sales practices for Higher Ed.
- How training your Counselors to execute up to 33 Value(s) Based Enrollment Methodology (VBEM) consultive selling best practices/processes will improve your YIELD.
- How representing the value of your institution can decrease discounting and the number of students lost to less costly competitive schools.
- How to create rapid increases in enrollment through training, that provide an immediate ROI
- A slide deck, with related messaging, that presents a “no brainer” business case for sales training that even the most frugal President or CFO will consider.
Vision, Trust, & Alignment: Leading Beyond Enrollment Cliff
An expert panel, featuring Dr. Alan Cureton (former President of the University of Northwestern - St. Paul), Dr. Amy Cureton (President of Friends University), and Jim Allen (Author and CEO of Value Based) as they discuss leading beyond the enrollment cliff.
SAAS/Software
Developed BY SAAS/Software sales professionals FOR SAAS/Software professionals. Our proprietary sales methodology has helped hundreds of SaaS companies and thousands of SaaS sales and marketing professionals, achieve millions of dollars in new sales and recurring revenues.
If you'd like to learn more about how Value Based can help your company increase new sales, recurring revenue, margins and qualified leads click below to schedule a conversation.
Client Story: Rfgen Software
Here’s how one client utilized the Value Based Methodology to increase sales 25% to 250%, year-over-year, for ten consecutive years.
The 4P's To
Revenue Growth
Covers People, Promotion, Processes, and Presence—the four key ingredients all SAAS and software companies need in order to increase and sustain revenues.
Time To Certify Your Team?
Presents the case for certifying sales professionals as a means of improving sales performance, assuring professionalism, and enhancing the customer experience.
Missing Revenue Targets?
Explores the disconnect between marketing and sales and how to re-align both departments to the goal of increasing revenue.
SaaS/Software Resources
Motivating Your Sales Team: 7 Morale Boosts
In this e-book, we explore 7+ ways to motivate sales teams, ranging from easy-to-implement changes to those that take more time (and produce a long-term return on investment). Compiled by presenters with years of experience in the Software/SaaS sector, this e-book provides proven, actionable items. Download here >>
The 4P's To Revenue Growth
Covers People, Promotion, Processes, and Presence—the four key ingredients all SAAS and software companies need in order to increase and sustain revenues. This e-book is perfect for those new to their SaaS sales position of management and those who've "been there, done that" but welcome a good reminder of the really important principles for creating/sustaining revenue. Download here >>
The Case For Certifying Sales Professionals
This e-book presents the case for certifying sales professionals as a means of improving sales performance, assuring professionalism, and enhancing the customer experience. Certification is embraced across many sectors as a vital means of ensuring a particular level of expertise and adherence to best practices. Download here >>
Missing Revenue Targets? Solve The Disconnect Between Sales & Marketing
Explores the disconnect between marketing and sales and how to re-align both departments to the goal of increasing revenue.
What Is Sales Enablement? Metrics & KPIs
Sales enablement is not so much a new concept as it is a reference to a strategy with A renewed focus on the inclusion of all the resources a sales team needs to be successful. At Value Based, we believe the most important factor in sustaining results from Sales Enablement is defining and tracking KPIs and metrics for the following Value Based Sales Enablement components.
Have It Your Way: (Launch) A Proprietary Internal Sales Enablement Academy (ISEA)
Fast-growing SaaS companies of all sizes are committing resources to launch and sustain an Internal Sales Academy (ISA). We invite you to explore our resources to learn why an ISEA is the single best Sales Enablement initiative.