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Let me tell you a story ….
What’s
keeping you
up at night?
What’s the
Value to us?
Feature!
Function!
Price!
#1quota issue =
Poor Value
Communications
(SiriusDecisions)
Sales reps
f...
Show Me the Money
95% of buyers require financial justification / ROI
prior to purchase
65% say lack research, knowledge, ...
Value in the Eye of the Beholde
43% more stakeholders per
decision
IT Management
Support
Sales
Marketing
HR
Executive
Prod...
Value & The Buyer’s Journey
67% of buyers have clear picture of
solution before sales reps are engaged
(SiriusDecisions)
7...
Is it All About the Benjamins?
Visual
Storytelling
Financial
Justification
58% of typical pipeline is stalled (SBI)
Roadmap to Close the Value Ga
Value Matrix Content Audit & Mapping
Sales Playbook
Value Conversation
Thought Leadership
In...
Increased Competitive Wins
Enhanced Renewal Rates
Why Change Now?
Faster Rep Ramp-Up
Improved Quota
Performance
Less Stall...
Let me tell you a story ….
(click here to learn more)
Consulting services to
develop, harmonize & certify
your value messaging &
quantification
Inter...
Mind the Value Gap - Alinean presentation at Qvidian Connect Conference 2014 on Value Storytelling, Insights, Financial Ju...
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Mind the Value Gap - Alinean presentation at Qvidian Connect Conference 2014 on Value Storytelling, Insights, Financial Justification, ROI & TCO

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Today's buyer has changed - more empowered, skeptical and frugal - a condition called Frugalnomics. Unfortunately sales has not evolved to address frugalnomics - as the #1 issue for not meeting revenue targets is the inability for sales reps / partners to effectively communicate the value of proposed solutions. This is the Value Gap.

This presentation discusses how visual value storytelling and financial justification / ROI can help bridge the value gap - leading to more more revenue opportunities and improved selling effectiveness

Published in: Sales, Business, Technology
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Mind the Value Gap - Alinean presentation at Qvidian Connect Conference 2014 on Value Storytelling, Insights, Financial Justification, ROI & TCO

  1. 1. Let me tell you a story …. What’s keeping you up at night?
  2. 2. What’s the Value to us? Feature! Function! Price! #1quota issue = Poor Value Communications (SiriusDecisions) Sales reps focused on Value (Forrester) Buyers Disengaging due to lack of Value
  3. 3. Show Me the Money 95% of buyers require financial justification / ROI prior to purchase 65% say lack research, knowledge, tools to do analysis themselves Your Buyers Differentiating Features Challenges Key Improvements / Proof Points Benefits Pain Points / KPIs “Cost of Do Nothing” Your Solutions IDC 80% indicate 3rd party proof required to trust vendor provided ROI
  4. 4. Value in the Eye of the Beholde 43% more stakeholders per decision IT Management Support Sales Marketing HR Executive Products
  5. 5. Value & The Buyer’s Journey 67% of buyers have clear picture of solution before sales reps are engaged (SiriusDecisions) 74% set the agenda 26% win the Bakeoff (Forrester) 40% acceleration via better
  6. 6. Is it All About the Benjamins? Visual Storytelling Financial Justification 58% of typical pipeline is stalled (SBI)
  7. 7. Roadmap to Close the Value Ga Value Matrix Content Audit & Mapping Sales Playbook Value Conversation Thought Leadership Insights Diagnostic Assessment Cost of Do Nothing Solution Guide Financial Justification Proof Points Competitive Gu TCO Compariso
  8. 8. Increased Competitive Wins Enhanced Renewal Rates Why Change Now? Faster Rep Ramp-Up Improved Quota Performance Less Stalled Deals More Selling TimeAccelerated Sales Cycles Greater Deal Size Storytelling + Justification Guided Selling Customer Intelligence Visibility Insights $8.10for every $1invested
  9. 9. Let me tell you a story ….
  10. 10. (click here to learn more) Consulting services to develop, harmonize & certify your value messaging & quantification Interactive tool to guide your value conversations, delivering storytelling, insights, justification & intelligence

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