Why selling with value requires modern tools + modern training
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Why selling with value requires modern tools + modern training

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According to SiriusDecisions the #1 issue preventing Sales quota achievement is not the lack of marketing leads, good solutions, or a lack of product knowledge, but remains (for the 3rd year in a ...

According to SiriusDecisions the #1 issue preventing Sales quota achievement is not the lack of marketing leads, good solutions, or a lack of product knowledge, but remains (for the 3rd year in a row), the inability for your Sales teams to effectively communicate your value messaging.

Is this issue due to?

A shortage of value messaging content and quantification
Changing customer demands
An inability for Sales to deliver
A lack of Sales Tools or Training
All of the above

And how do you best address this vital issue to assure Sales success? In this live interview session, Tom Pisello, the ROI Guy, will interview thought leader Dario Priolo, Chief Strategy Officer of sales training leader Richardson to get a new take on this persistent sales issue, and what it will take to overcome the “value communication challenge”.

A must attend event for Sales, Training and Enablement professionals, the Q&A session will provide you with the latest research and best practices to help you shape better customer engagements, improve your selling effectiveness and overcome the value messaging challenge.

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Why selling with value requires modern tools + modern training Why selling with value requires modern tools + modern training Presentation Transcript

  • Why Value Selling Requires Modern Tools + Modern Training Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Dario Prolio Chief Strategy Officer Dario.Prolio@richardso n.com @Dario_Priolowww.ric hardson.com
  • #1 Issue – Inability to Communicate Value Messaging? #1 Issue = ?
  • How Have Prospects Changed? Do More with Less
  • Sales Reps are Struggling with this New Environment? Sales Training Value Selling Tools Value Messaging & Quantification
  • Vertical Market Challenges?
  • Value Messaging Development?
  • Relevant to Different Prospects?
  • Value and the Buyer’s Problem Solving Process? Why Change? Why Now? Why You? Why Renew? Justify the GainQuantify the Pain Prove not the SameAchieve the Claim
  • Value Selling Tools? ValueStory™ for Sales ValueStory™ for Marketing ValueStory™ for Consultants
  • 90% of Training Forgotten?
  • Making Sure the Program Stays Relevant? Messaging & Tools Launch Training Coaching Feedback & Evolution
  • Top Five Steps to Achieve Value Deficit Reduction? Value Messaging and Quantification Sales Process Improvements Value Selling Tools Sales Training Evolution Why Change? Why Now? Why You? Why Renew?
  • Q&A Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Dario Prolio Chief Strategy Officer Dario.Prolio@richardso n.com @richardsonsales www.richardson.com