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Richardson april 2014 insights
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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. …

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.

Published in: Sales, Business, Technology

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  • 1. 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
  • 2. 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)
  • 3. 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)
  • 4. Bridging the Value Gap Sales Training Guided Value Selling Tools (Storytelling + Financial Justification) Insights & Value Messaging
  • 5. Your Buyers Differentiating Features Challenges Key Improvements / Proof Points Benefits Pain Points / KPIs “Cost of Do Nothing” Your Solutions Developing Insights & Value Messaging
  • 6. Value in the Eye of the Vertical
  • 7. IT Management Support Sales Marketing HR Executive Products Value in the Eye of the Beholder
  • 8. Guided Value Selling Tools • Storytelling • Insights • Justification • Intelligence
  • 9. “Selling with Insights” Training • Comfortable • Capable • Competent • Credible
  • 10. Five Steps to Bridge the Value Gap Insights & Value Messaging Guided Value Selling Tools Selling with Insights Training Coaching Feedback & Evolution
  • 11. 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