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Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve
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Interview: The Five Most Important Practices to Get Value Selling Right w/ Cindy Barnes of Futurecurve

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Live Interview with Cindy Barnes, Value Proposition author and Founder / Chief Innovation Office at FutureCurve. …

Live Interview with Cindy Barnes, Value Proposition author and Founder / Chief Innovation Office at FutureCurve.

Discussions of importance of Value in helping to Fight Frugalnomics, Value and Sales Propositions, Value Messaging, Value Selling Tools (ROI / TCO).

Published in: Business, News & Politics
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  • 1. The 5 Most Important Practices to Get Value Selling Right Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Cindy Barnes Chief Innovation Officer & Founder Cindy.Barnes@futurecurve.com @Futurecurve www.futurecurve.com
  • 2. Why is Value Such a Big Issue? #1 Issue = ?
  • 3. How Have Prospects Changed? Do More with Less
  • 4. So What is Value? Value = Benefits – Costs 2
  • 5. Value: Rational + Emotional?
  • 6. What is a Value Proposition? What you sell … What your customers value and are willing to pay for… Value gap!
  • 7. What is a Sales Proposition? Company-level value proposition Sales propositions for one set of solutions or bundle of products Sales proposition for a specific opportunity Company-level value proposition for specific sectors or geographies
  • 8. How Do You Get started?
  • 9. Who to Involve in Value Proposition Development? Marketing Value Engineering Product Marketing Sales Enablement & Sales Thought Leaders Channel Marketing
  • 10. How Do You Leverage Value Propositions for Improved Marketing & Sales Effectiveness? Why Change? Why Now? Why You? Why Renew? Justify the GainQuantify the Pain Prove not the Same Achieve the Claim?
  • 11. Developing and Delivering Insights? Industry Research Financial Reports Customer Research Customer Capability / Maturity Assessments Customer Current Costs Projected Benefits Realized Benefits Total Value Proposition
  • 12. Top Five Tips to Get Value Selling Right? What you sell … What your customers value and are willing to pay for… Value gap! #1 Issue #1 – Decide you have a value gap #2 – Find the evidence #3 – Gain a senior sponsor #4 – Get the Board onboard & get the team going #5 – Crucially – involve your customers!
  • 13. Q&A Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Cindy Barnes Chief Innovation Officer & Founder Cindy.Barnes@futurecurve.com @Futurecurve www.futurecurve.com

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