Creating Sustainable Design for Sales Excellence
What We Do
Through the collaborative work of our team of experts and the latest research, we have created a framework and structure that will enable you to think differently, sell confidently, and realize your business visions like never before.
Pipeline Frameworks helps salespeople think and work strategically on their business. The ability to consistently grow, evaluate, and manage a scalable pipeline of business is a critical component of consistent high sales performance. Discover a framework that works, leading to measurable results. Build skills and capabilities for managing the framework, and leverage tools that support and sustain your pipeline.
Strategic Account Frameworks
Strategic Account Frameworks ensures your sales team has a proven cadence in place for managing existing accounts, expand on those accounts, and develop new business. Learn sustainable frameworks for protecting your existing sales opportunities from competitors—and from customers losing sight of your value, expand your base, and develop new business.
Territory Frameworks provides a practical and systematic framework for managing your territory accounts effectively. Develop sales habits that lead to sales results by leveraging simple yet powerful systems for prioritization, research, prospecting, call points, and connecting the dots with high-impact cold-call conversations.
Conversation Frameworks enables your sellers to be agile throughout the sales process by having the right conversations with the right people to drive the right outcomes at the right time. Learn a powerful framework to prepare for a results-oriented sales conversation, leverage appropriate tools to execute the conversation, transition the customer to the next step, and reliably take action on each conversation. Sales conversations are unique at each stage of the selling process, so we prepare sellers to shift their mindset and adapt their conversational skills accordingly.
We start with human-centered design to help create your sales force of tomorrow. Our agile sales methodology extends beyond finding and winning individual opportunities to filling, managing and growing a pipeline of business. Our approach yields a Revenue Blueprint, which includes the following four key Frameworks.
Strategic Account Frameworks
Ken is an outstanding vendor partner who has a passion for selling skills and always works hard to accommodate his customers. Ken helped us launch a new selling skills platform for our sales team and collaborated with us to meet strong demands of the business. If you’re looking to gainfully improve or develop selling skills, I’d recommend Ken Valla!
Starr (Hill) Hill-Bennett
I have had the pleasure of working with Ken for 10+ years. I was initially impressed with his enthusiasm, communication skills and professional demeanor and then quickly learned to appreciate his listening skills, willingness to “roll up his sleeves” and experienced advice to work toward business goals. I would highly recommend him as he has a wealth of knowledge relating to sales effectiveness and enablement.
Starr (Hill) Hill-Bennett
If you’re looking for someone who is a true SME and industry expert, keeping up with the evolution of how B2B sales change over time, look no further. I highly recommend Ken to help drive your sales effectiveness and enablement efforts.
I have had the pleasure of working with Ken on 2 different projects over the last few years. We first worked together several years ago to launch a new sales process in our retail stores.
Recently, I had the opportunity to work with him again with a different company, but in the same capacity. Ken is professional, enthusiastic, and a great partner to work with. He never hesitates to jump right in and spent countless hours with us ensuring that we perfected the content. He is a true business partner and I would recommend working with Ken, not only for his vast knowledge and expertise but his willingness to deliver a great product.
Jeff Penny, M.Ed.
I had the pleasure of meeting and working with Ken during my tenure at Lenovo. As our primary contact and sales lead for our engagement, Ken was fantastic as a consultant and business partner. His collaborative and cooperative approach was refreshing and beneficial to both Ken’s organization and Lenovo. Ken listens to his customers needs, asks great questions to thoroughly understand and refine those needs, and is extremely creative in defining the solution options. He is also THE most readily available and responsive salesperson with whom I’ve had the pleasure to work with. Ken’s sales approach is thoughtful, customer-centric and empathetic. While he worked hard to meet our funding limitations, he sold to us on the basis of the long-term business value rather than price. Above all of this, Ken is a truly genuine and honest individual who can be trusted.
Jeff Penny, M.Ed.
Ken knows more about enterprise level solution selling than anybody I know and has helped countless organizations holistically improve their entire sales process. Ken, to the wonder of all who work with him, time and time again, develops Fortune 100 multi-million dollar accounts from nothing other than cold calls, persistence, hard work and a commanding understanding of business, selling and the market. If I were Ken, I’d write a book about how to sell big ticket items. I certainly recommend him wholeheartedly to any organization that wants their sales team to be the best.
At The Valla Group, we collaborate with you to architect new designs for sales excellence.
Ken is president of The Valla Group, a Sales Excellence firm. With over 20 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.
Vice President Of Strategic Sales
Nick leads the sales and service organization at The Valla Group. He has spent time selling for both Fortune 1000 organizations, as well as hyper growth technology startups. Nick brings experience and expertise on how to partner with organizations, and execute strategic initiatives tied to business and growth goals.
Andrea Elliott has 15+ years of global experience providing learning solutions to 1000s of executives and sales professionals across an array of Fortune 500 companies. She has demonstrated success in spearheading projects through multiple phases; conceptualization, instructional design, content development and facilitated delivery.
Lisa-Marie Stonaha serves as a nationally recognized leader in the coaching, instructional design, facilitation world. She has worked with hundreds of clients to show immediate and quantifiable improvements in both sales and leadership skills. Lisa-Marie has effectively run sales teams, call centers (inside and outside), customer service teams, marketing teams, and training organizations.
Justin has a unique set of skills capable of leading projects end to end. If he can’t find a solution, he'll find it with you together. He is passionate about pushing the limits to improve user experience through innovation and technology. With 14 years design and development experience in adult education, Justin brings the best of his experience from companies like Google, Apple, and Virgin America.
With 33 years global sales and management capability development experience, Jeffry has worked with international and domestic Fortune 1000 corporations to advance sales and management effectiveness through training facilitation and consulting.
Dr. Scott Wesley
Dr. Scott Wesley is an organizational psychologist with almost 30 years of consulting experience in designing and implementing complex assessment and testing solutions with domestic and international clients.
Heidi has more than 25 years of success in creating performance solutions for sales organizations, focusing on the critical success factors that drive results. With her extensive background in sales and sales leadership, she readily translates divergent data into effective, innovative performance strategies and solutions.
Kevin Kopald is a sales enablement professional with an intrinsically motivating focus on developing individuals and teams by providing measurable training that enhances selling capabilities, questioning skills, employee engagement, and leadership performance.