Richardson april 2014 insights

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Buyers have changed - more empowered, skeptical and frugal. At the same time, sales reps have not evolved to meet new prospect demands - using the same old product presentations. To engage and sell to today's buyer you need a more insight driven, value-focused approach. Conversations not about your company, product, features and price, but about the value you can deliver to the prospect. This presentation outlines a live interview of Tom Pisello, the ROI Guy / CEO & founder of Alinean with Dario Priolo, Chief Strategy Officer of leading sales training firm Richardson, as they discuss the latest research around today's selling challenges, and specific ways to evolve to a more value-focused approach leveraging visual storytelling, insights, financial justification, ROI and TCO.

Ventes Business Technologie

Guided Selling with Insights
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Dario Priolo
Chief Strategy Officer
Dario.Priolo@richardso
n.com
@Dario_Priolowww.ric
hardson.com

67% have clear picture of solution before sales
reps are engaged (SiriusDecisions)
74%
set the agenda
26%
win the Bakeoff (Forrester)
58% of deals are stalled (SBI)
30% lengthening of decision cycles (IDC)

Engage
Earlier
Ignite the Buyer’s Journey
Prove the Value of Your Solutions
Differentiate Your Unique Va
Facilitate Decision
Making
40% acceleration in decision making
cycles (IDC)

Bridging the Value Gap
Sales Training
Guided Value Selling
Tools
(Storytelling + Financial
Justification)
Insights & Value
Messaging

Your Buyers
Differentiating Features
Challenges
Key Improvements / Proof Points
Benefits
Pain Points / KPIs
“Cost of Do Nothing”
Your Solutions
Developing Insights & Value Messaging

IT Management
Support
Sales
Marketing
HR
Executive
Products
Value in the Eye of the Beholder

Guided Value Selling Tools
• Storytelling
• Insights
• Justification
• Intelligence

“Selling with Insights” Training
• Comfortable
• Capable
• Competent
• Credible

Five Steps to Bridge the Value Gap
Insights &
Value Messaging
Guided Value
Selling Tools
Selling with Insights
Training
Coaching
Feedback &
Evolution

Q&A
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Dario Priolo
Chief Strategy Officer
Dario.Priolo@richardso
n.com
@richardsonsales
www.richardson.com

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