SiriusDecisions: Five Ways to Value Actualization Tool Success

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Sell value! Today's mantra from sales leadership to sales reps: stop competing on price, and instead actively engage buyers by quantifying the “cost of doing nothing” and business value of solutions. Of course this is easier said than done. It takes just the right combination of technology, people and process to make it work. So is there a secret sauce for your Value Actualization Tool success? In this dynamic Q&A session, Jim Ninivaggi will share the latest SiriusDecisions research, with frank advice on what works, what doesn't, and what it will take to take your Value Actualization Tool programs to the next level. This is a must attend for you, a sales executives, sales enablement or content marketing professionals interested in improving the efficiency and effectiveness of your Value Actualization Tool efforts.

Business Entertainment & Humor

Five Ways to Value Actualization Tool Success

Jim Ninivaggi Tom Pisello
Service Director, CEO and Founder
Sales Enablement Alinean, Inc.
SiriusDecisions

What is a Value Actualization Tool?

Investments
Benefits

ROI, Payback,
NPV, IRR

Current (Business as Usual) Proposed (To Be)

Value Actualization Tools

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Why are Value Actualization Tools so Important?

Inability to Communicate Value Proposition

Product Selling Pseudo Solution Selling

Value Actualization Tools

For Active Buyers …
For “Do Nothing” Prospects …

For Retention & Renewals ….

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Why are “Value-Terms Specific to a Buyer” so Important?

Value is in the “Eye of the Beholder”

Sales
Marketing

Products

Sustainability
IT
Finance

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How do you best identify and quantify “Value”?

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When are Value Actualization tools best used?

Solution
Loosening of Committing to Service
Selection & Decision
Status Quo Change Renewal
Justification

Why Why Why Why
Change? Now? You? Renew?

Cost of Benefits of Differentiating Realized
Doing Nothing Change Value Value

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All Rights Protected and Reserved. 6

How do you get started in designing the best VA tool?

Usage

Personas

Value story

Right Platform
Product Marketing
SMEs
Channel Management
Sales Enablement
Sales Leaders
Demand-Gen
Sales Executive
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How do you successfully launch a VA tool?

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How do you best overcome the adoption challenge?

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How do you know when the program is a success or not?

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How do you see Value Actualization tools evolving?

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What are your big takeaways?

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