Guided Selling with Insights
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Dario Priolo
Chief Str...
67% have clear picture of solution before sales
reps are engaged (SiriusDecisions)
74%
set the agenda
26%
win the Bakeoff ...
Engage
Earlier
Ignite the Buyer’s Journey
Prove the Value of Your Solutions
Differentiate Your Unique Va
Facilitate Decisi...
Bridging the Value Gap
Sales Training
Guided Value Selling
Tools
(Storytelling + Financial
Justification)
Insights & Value...
Your Buyers
Differentiating Features
Challenges
Key Improvements / Proof Points
Benefits
Pain Points / KPIs
“Cost of Do No...
Value in the Eye of the Vertical
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
Co...
Q&A
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Dario Priolo
Chief Strategy Officer
Dario.Priol...
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.

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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Richardson april 2014 insights

  1. 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. 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. 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. 4. Bridging the Value Gap Sales Training Guided Value Selling Tools (Storytelling + Financial Justification) Insights & Value Messaging
  5. 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. 6. Value in the Eye of the Vertical
  7. 7. IT Management Support Sales Marketing HR Executive Products Value in the Eye of the Beholder
  8. 8. Guided Value Selling Tools • Storytelling • Insights • Justification • Intelligence
  9. 9. “Selling with Insights” Training • Comfortable • Capable • Competent • Credible
  10. 10. Five Steps to Bridge the Value Gap Insights & Value Messaging Guided Value Selling Tools Selling with Insights Training Coaching Feedback & Evolution
  11. 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
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