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ValueStory: Leveraging Storytelling + Justification / ROI / TCO to Drive Sales Effectiveness

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Introduction to ValueStory, a new guided value selling tool used to fuel value conversations, delivering visual storytelling, benchmark insights, surveys / assessments, ROI / TCO financial justification and customer intelligence. The presentation reviews the need to

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ValueStory: Leveraging Storytelling + Justification / ROI / TCO to Drive Sales Effectiveness

  1. 1. ValueStory: Leveraging Storytelling + Justification to Drive More Sales Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Storytelling + Insights + Justification + Intelligence
  2. 2. Do More with Less More Complex Less to Invest Frugalnomics ™ (1) IDC Buyer’s Experience Survey – 2013IDC BV (2)
  3. 3. Surviving Frugalnomics is Not Easy 1 issue for quota shortfalls = poor value commu # Same conversations = Same resu (1) SiriusDecision
  4. 4. Improving Value Communications? Financial Justification Visual Storytelling
  5. 5. Evolving the Value Conversation Company & Buyer Profile Value Framework Challenges Messages Storytelling Insights Justification ValueSto ry® Brings your value messages & ROI to life!
  6. 6. Freestyle Tailor via Bulleted List Add Custom Notes Create & Include Dynamic Whiteboards (icon library + labels + drawing)
  7. 7. ValueStory for Consultants Recommends & selects Business Drivers / Benefits Drill down to review / edit assumptions Specify Investments & roll up into ROI calculations + business case re
  8. 8. HTML5 & ValueStory for Marketing HTML 5 Interface For Marketing = Interactive ROI infographics & value For Sales & Consulting = Easier sharing in on-line me
  9. 9. ValueStory PaaS
  10. 10. Value to You … $8.10 for every $1 invested $12.1M of incremental revenue for every $50M in territory Ignite Buying Decisions Accelerate Sales Cycles Reduce Discounting / Increase Deal Size Improve Competitive Win Rates Reduce New Rep Ramp Up Time Improve Quota Performance
  11. 11. ValueSto Storytelling + Insights + Justification + Intelligence ® ry Click here to Learn More >> Free ROI Calculators • • • • Marketing Sales IT Mobile Schedule a Personalized Review & Demo

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