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.

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

  1. 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. 2. Why is Value Such a Big Issue? #1 Issue = ?
  3. 3. How Have Prospects Changed? Do More with Less
  4. 4. So What is Value? Value = Benefits – Costs 2
  5. 5. Value: Rational + Emotional?
  6. 6. What is a Value Proposition? What you sell … What your customers value and are willing to pay for… Value gap!
  7. 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. 8. How Do You Get started?
  9. 9. Who to Involve in Value Proposition Development? Marketing Value Engineering Product Marketing Sales Enablement & Sales Thought Leaders Channel Marketing
  10. 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. 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. 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. 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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