Why Value Selling Requires
Modern Tools + Modern Training
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.aline...
#1 Issue – Inability to Communicate Value
Messaging?
#1 Issue =
?
How Have Prospects Changed?
Do More with
Less
Sales Reps are Struggling with this New
Environment?
Sales Training
Value Selling
Tools
Value Messaging
&
Quantification
Vertical Market Challenges?
Value Messaging Development?
Relevant to Different Prospects?
Value and the Buyer’s Problem Solving
Process?
Why
Change?
Why
Now?
Why
You?
Why
Renew?
Justify the GainQuantify the Pain ...
Value Selling Tools?
ValueStory™ for
Sales
ValueStory™ for
Marketing
ValueStory™ for
Consultants
90% of Training Forgotten?
Making Sure the Program Stays Relevant?
Messaging & Tools Launch
Training
Coaching
Feedback &
Evolution
Top Five Steps to Achieve Value Deficit
Reduction?
Value Messaging and Quantification
Sales Process
Improvements
Value Sel...
Q&A
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Dario Prolio
Chief Strategy Officer
Dario.Proli...
Upcoming SlideShare
Loading in …5
×

Why selling with value requires modern tools + modern training

449 views

Published on

According to SiriusDecisions the #1 issue preventing Sales quota achievement is not the lack of marketing leads, good solutions, or a lack of product knowledge, but remains (for the 3rd year in a row), the inability for your Sales teams to effectively communicate your value messaging.

Is this issue due to?

A shortage of value messaging content and quantification
Changing customer demands
An inability for Sales to deliver
A lack of Sales Tools or Training
All of the above

And how do you best address this vital issue to assure Sales success? In this live interview session, Tom Pisello, the ROI Guy, will interview thought leader Dario Priolo, Chief Strategy Officer of sales training leader Richardson to get a new take on this persistent sales issue, and what it will take to overcome the “value communication challenge”.

A must attend event for Sales, Training and Enablement professionals, the Q&A session will provide you with the latest research and best practices to help you shape better customer engagements, improve your selling effectiveness and overcome the value messaging challenge.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
449
On SlideShare
0
From Embeds
0
Number of Embeds
7
Actions
Shares
0
Downloads
19
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Why selling with value requires modern tools + modern training

  1. 1. Why Value Selling Requires Modern Tools + Modern Training Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Dario Prolio Chief Strategy Officer Dario.Prolio@richardso n.com @Dario_Priolowww.ric hardson.com
  2. 2. #1 Issue – Inability to Communicate Value Messaging? #1 Issue = ?
  3. 3. How Have Prospects Changed? Do More with Less
  4. 4. Sales Reps are Struggling with this New Environment? Sales Training Value Selling Tools Value Messaging & Quantification
  5. 5. Vertical Market Challenges?
  6. 6. Value Messaging Development?
  7. 7. Relevant to Different Prospects?
  8. 8. Value and the Buyer’s Problem Solving Process? Why Change? Why Now? Why You? Why Renew? Justify the GainQuantify the Pain Prove not the SameAchieve the Claim
  9. 9. Value Selling Tools? ValueStory™ for Sales ValueStory™ for Marketing ValueStory™ for Consultants
  10. 10. 90% of Training Forgotten?
  11. 11. Making Sure the Program Stays Relevant? Messaging & Tools Launch Training Coaching Feedback & Evolution
  12. 12. Top Five Steps to Achieve Value Deficit Reduction? Value Messaging and Quantification Sales Process Improvements Value Selling Tools Sales Training Evolution Why Change? Why Now? Why You? Why Renew?
  13. 13. Q&A Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Dario Prolio Chief Strategy Officer Dario.Prolio@richardso n.com @richardsonsales www.richardson.com

×