Dawson Wynne

About Dawson Wynne

ValueSelling has been the cornerstone of my sales success for over 20 years: generating leads, closing deals and retaining customers. I am most energized by coaching sales teams into even higher performance with measurably improved business results. Prior to joining ValueSelling Associates, I was a founding member of Gartner’s inside sales team where I leveraged ValueSelling over a 13-year sales career: • Earning the top spot in my division the first year • Achieving a 91% client retention rate when the average was below 50% • Sourcing and closing a $150K benchmarking deal solely over the phone • Taking over the bottom-performing sales team, instilling ValueSelling skills, and leading them to #2 in the first year and #1 the next year • Achieving Winners’ Circle 6 times, at least once in every sales role I was fortunate to learn ValueSelling from its founder, Lloyd Sappington. One particular piece of advice was central to my success: “You don’t know where the line is unless you cross it every once in a while.” In 2010 I, along with two colleagues, created the first Gartner Sales Academy model which rapidly became and remains the global standard for Gartner’s sales training. In its first year, Academy graduates wrote 2x more new business, had a 6% higher client retention rate, and achieved Winners’ Circle at a 10% higher rate than their predecessors. I was then tasked to create Gartner’s first Client Services New Hire Academy that spanned over 20 roles in seven business units. Due largely to the use of the ValueSelling Framework, new hire client retention rates rose by 32% compared to those who did not leverage ValueSelling. To date, I have certified over 1,500 people in the ValueSelling Framework. On a personal note, I am a certified Florida BBQ Judge who spends a lot of time on a paddle board to offset all the BBQ tasting.

Experience

1. Managing Partner

   Valueselling Associates, Inc

   Sep 2019 — Present · Fort Myers, FL, US

   ValueSelling Associates, a leading global sales training company, offers a practical and proven methodology for selling on value, not price. Quotes from participants in ValueSelling Fundamentals course, delivered virtually-\"Jane used the ValueSelling follow-up letter with an account she and I met in mid-March and it worked! This conversion is two hospitals and approximately units of the (product). Nice work Jane!\"-\"The virtual sessions with your team have been incredible! I am so glad that we moved forward with the virtual training now instead of waiting. It\'s given the team something positive to focus on and it\'s been a perfect time to focus on mastery. If you are reading this and considering implementing the ValueSelling framework virtually - DO IT! If you have questions or want to chat with someone who is implementing the program, feel free to reach out directly.\"(Amber Banks, Director of Sales Enablement, Justworks)-\"I thoroughly enjoyed the value selling training with you this week. I have already implemented what I learned and not only do I find it to be very helpful but I booked a meeting on a call where I used the OPC questioning. Thank you so much! I know I will carry this training with me for the rest of my life.\"

Education

• Colby College

  BA, Philosophy, French

  1985 — 1989