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Selling with Value and ROI / TCO from within Salesforce


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What if …
- Your sales reps and consultants could sell with value from within salesforce, in their current workflow and without having to login to another application?
- You could capture customer intelligence from every deal right within salesforce?
- Track and prove precisely how much your value selling program is delivering?

The Alinean Value Cloud Salesforce Application delivers, with deep integration of your Alinean Value Selling Assessment, ROI and TCO Tools into Salesforce, to help improve capture intelligence and trace usage directly to outcomes.

In this live webcast, Alinean will demonstrate this salesforce managed package, showing you how to:

- Easily enable your sales reps, consultants and team to access any Alinean developed Sales Tool and Assessment / Analyses via their salesforce login, and right within the Account and Opportunity views.
- Pre-load content in the analysis / assessment for point and click value selling
- Leverage the tools to capture key customer intelligence, and leverage this data within Salesforce
- Track and definitively prove the impact of your value selling programs and team with metrics right within Salesforce.

Published in: Sales
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Selling with Value and ROI / TCO from within Salesforce

  1. 1. Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 1 Tom Pisello @tpisello @AlineanROI
  2. 2. Copyright © 2001-2017 Alinean, Inc. How well are your Sales Reps doing? 2 of sales reps didn’t meet their sales quota goals last year (CSO Insights) #1 reason44% Enough leads? Enough training? Right solutions? Good sales process? Social selling skills? for missing quota goals = Inability to effectively communicate & quantify unique value Indicated by 71% of sales executives (SiriusDecisions - 2011, 2012, 2013, 2014, 2015, 2016, 2017)
  3. 3. Copyright © 2001-2017 Alinean, Inc. How well do your sales reps articulate value? 3 Company Products / Services Features & Price 74% Remain too focused on features & price vs. business value 55% Don’t do a good job articulating their unique business value
  4. 4. Copyright © 2001-2017 Alinean, Inc. How do you get sales reps to better communicate & quantify value? 4 51% win rate! MHI Global / CSO Insights 69% of reps meeting or exceeding quota Better ROI adoption by Reps = Integrate Value Selling into the workflow w/ the new Alinean Value Cloud™ Managed Package Access Alinean Value Selling tools directly via CRM:
  5. 5. Copyright © 2001-2017 Alinean, Inc. Authenticate and secure access using Salesforce credentials 5 Streamline access and unify identity & access management with Salesforce credentials When accessing from outside use Salesforce credentials Partners can still access via email account / password
  6. 6. Copyright © 2001-2017 Alinean, Inc. Promote value selling from within Account & Opportunity views 6
  7. 7. Copyright © 2001-2017 Alinean, Inc. Directly launch a new Analysis from within Salesforce 7 Access tools in one place Proforma analysis using profile data
  8. 8. Copyright © 2001-2017 Alinean, Inc. Share customer intelligence data back into Salesforce 8 Customer Intelligence:* • Challenges • Roles • Products • Business value benefits • ROI projections • Realized ROI derived *Available in v2.0, Spring 2017
  9. 9. Copyright © 2001-2017 Alinean, Inc. Directly access any saved Analysis from within Salesforce 9 3/19/2017 9:10 AM Easy & direct access Visualize where used / not used Collaboration Team selling support Visibility for coaching
  10. 10. Copyright © 2001-2017 Alinean, Inc. Direct access to the latest Analysis reports 10 3/19/2017 9:10 AM Access the latest analysis reports directly without having to go into the Tool
  11. 11. Copyright © 2001-2017 Alinean, Inc. Track usage and outcomes 11 Usage by: • Analysis Tools • Sales Rep • Managers & Regions • Accounts & Opportunities Customer Intelligence: • Discovery intelligence • Challenges • Roles engaged with • Product recommendations • Value & ROI estimates • Realized ROI derived Outcomes Impact: • Better win rates • Less discounting • Sales cycle acceleration • Better quota performance • Accelerated Ramp-up time
  12. 12. Copyright © 2001-2017 Alinean, Inc. Installation and Setup 12 Simple Managed Package < 20 minute setup Define Data-In and Data-Out Define connections and links Setup optional data tables
  13. 13. Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 13 Tom Pisello @tpisello @AlineanROI