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Webinar: Selling Value from within Salesforce - Access & Track Sales Tools, Assessments, ROI / TCO Calculators

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Do your sales reps complain they have too many platforms, apps and sites to keep track of and stay productive? Is it a constant struggle to keep your value selling program front and center?

What if your sales reps and consultants could sell with value right from within salesforce, within their current workflow and without having to login to another application? And wouldn’t it be great to track and prove how well your value selling program is doing?

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 access, use and traceability to outcomes.

In this live webcast, Alinean will demonstrate this new application, 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.

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Webinar: Selling Value from within Salesforce - Access & Track Sales Tools, Assessments, ROI / TCO Calculators

  1. 1. Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 1 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
  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- 2017) #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 execs last year (SiriusDecisions - 2011, 2012, 2013, 2014, 2015, 2016)
  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: Salesforce.com http://alinean.com/value-cloud-salesforce-application/
  5. 5. Copyright © 2001-2017 Alinean, Inc. Authenticate and secure using Salesforce credentials 5 Streamline access and unify identity & access management with Salesforce credentials When accessing Value Selling Tools from outside Salesforce, use Salesforce credentials
  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 Team selling support* Visibility for coaching* *Available in v2.0, Spring 2017
  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:* • Challenges • Roles • Product Recommendations • Value & ROI estimates • Realized ROI derived Outcomes Impact: • Win rates (competitive / do nothing) • Deal size / discounting • Sales cycle acceleration • Quota performance • Ramp-up time to effectiveness *Available in v2.0, Spring 2017
  12. 12. Copyright © 2001-2017 Alinean, Inc. Installation and Setup 12 Simple Managed Package < 20 minute setup Define connections and links Setup optional data tables
  13. 13. Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 13 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com

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