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 people, process and technology 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.

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SiriusDecisions: Five Ways to Value Actualization Tool Success

  1. 1. Five Ways to Value Actualization Tool SuccessJim NinivaggiService Director,Sales EnablementSiriusDecisionsTom PiselloCEO and FounderAlinean, Inc.
  2. 2. © Copyright SiriusDecisions.All Rights Protected and Reserved.What is a Value Actualization Tool?2Value Actualization ToolsCurrent (Business as Usual)BenefitsInvestmentsROI, Payback,NPV, IRRProposed (To Be)
  3. 3. © Copyright SiriusDecisions.All Rights Protected and Reserved.Why are Value Actualization Tools so Important?3Inability to Communicate ValueFor Active Buyers …For “Do Nothing” Prospects …For Retention & Renewals ….Value Actualization ToolsPseudo Solution SellingProduct SellingKey Differences between Top and Average Performers?Role Specific Value Financial Justification / ROI Tools
  4. 4. © Copyright SiriusDecisions.All Rights Protected and Reserved.Why are “Value-Terms Specific to a Buyer” so Important?4Value is in the “Eye of the Beholder”MarketingSalesProductsFinanceSustainabilityIT
  5. 5. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you best identify and quantify “Value”?5
  6. 6. © Copyright SiriusDecisions.All Rights Protected and Reserved.When are Value Actualization tools best used?6WhyChange?WhyNow?WhyYou?WhyRenew?Cost ofDoing NothingBenefits ofChangeDifferentiatingValueRealizedValueLoosening ofStatus QuoCommitting toChangeSolutionSelection & DecisionJustificationServiceRenewal
  7. 7. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you get started in designing the best VA tool?7UsagePersonasValue storyRight PlatformProduct MarketingSMEsSales ExecutiveSales EnablementSales LeadersDemand-GenChannel Management
  8. 8. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you successfully launch a VA tool?8
  9. 9. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you best overcome the adoption challenge?9
  10. 10. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you know when the program is a success or not?10
  11. 11. © Copyright SiriusDecisions.All Rights Protected and Reserved.How do you see Value Actualization tools evolving?11
  12. 12. © Copyright SiriusDecisions.All Rights Protected and Reserved.What are your big takeaways?12
  13. 13. © Copyright SiriusDecisions.All Rights Protected and Reserved.Learn more…• Value Actualization Tools: Getting the Value-Selling Job Done• Alinean Profile• Why Value Actualization Tools are so important?• Value Marketing• Value Selling• Fight Frugalnomics Best Practices13

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