This document discusses improving sales performance and linking sales efforts to buyer decision-making. It notes that gross profit, earnings per share, and revenue/bookings per employee are key metrics companies use to determine their worth. It then discusses an Enterprise Enablement system that can help sales teams execute high-value conversations by providing value analysis, competitive analysis, sales presentations, proposals, and other assets to link solutions to customer value. The system aims to improve sales results and corporate performance metrics like profit.

1. EVERYONE LIVES BY SELLING.
BUYER DECISIONS ARE
BASED ON VALUE.
COMPANY NAME
©COPYRIGHT,2015

2. ARE YOUR SALES EFFORTS
AND BUYER DECISION -MAKING LINKED?

3. TWO ISSUES YOU
AND YOUR COMPANY FACE
Gross Profit, EPS, Revenue/Bookings
Per Employee are the heart of a
company's determination of worth.
30-40% No Decision
50% Forecast Lost
Discount/Margin Degradation
Insufficient Pipeline
Buy Cycle at 57%
SALES
EXECUTIVE
LEVEL
How can you improve EPS? How can you improve SALES?

4. 86% create pitches they know are suboptimal
83% believe their pitches don’t distinguish competitively
48% feel their pitches don’t focus on the right things
- Corporate Visions Study
YOU KNOW THE RIGHT WAY TO SELL .
SO WHY IS EXECUTING HARDER THAN IT NEEDS TO BE?

5. WAYS TO IMPACT EXECUTIVE METRICS
P&L
REDUCE
SALES
EXPENSE
5%
INCREASE
SALES
VOLUME
5%
DECREASE
DISCOUNT
5%
SALES 100.0 100.0 105.0 105.0
COST OF GOODS 60.0 60.0 63.0 60.0
GROSS PROFIT 40.0 40.0 42.0 45.0
FIXED COSTS 13.0 13.0 13.0 13.0
G&A 11.0 11.0 11.0 11.0
SALES EXPENSES 6.0 5.7 6.0 6.0
PROFIT BEFORE
TAX
10.0 10.3 12.0 15.0
PROFIT INCREASE 3.0% 20.0% 50.0%

6. LINK TO VALUE VISUALIZATION ™
ENTERPRISE ENABLEMENT ™
A comprehensive system that delivers a non-disruptive
path to best-in-class value engineering for your
solutions, and business-wide value enablement
for your sales teams.
ENTERPRISE
ENABLEMENT™
o Best In Class Value
Execution
o Scalable & Repeatable
o For the Sales Pro
o Economical
o Speed Of Sales
o Excellent Quality
High Quality

7. VALUE DEAL DESK ™
LINK TO VALUE VISUALIZATION ™
In a few hours, you will be equipped with
“best first” value understanding and powerful
content for your deals, along with coaching
to execute high-value sales conversations.
World-class capability for the deals
you are involved in RIGHT NOW.
VALUE DEAL DESK™
o Value Analysis
o Competitive
Analysis
o Executive
Infographic
o Sales Presentations
o World-Class
Proposals
o Comprehensive
Business Case
o Support to Execute

8. LINK TO THE PERSONALIZED ASSETS
IN THE VALUE DEAL DESK ™
Value
Snapshot
Competitive
Analysis
World-Class
Proposals
Sales
Presentations
Executive
Infographic
Value
Delivered
VALUE
BUSINESS
CASE
LIBRARY

9. A COMPREHENSIVE SYSTEM:
EVERYTHING NEEDED FOR SUCCESS
Value Selling
Automation™
The First
Value
Platform
Infrastructure
Of Value
Metrics and
Content
Methodology
To Quickly
Engineer Your
Value
Rich Content
For Every
Sales Cycle
Stage
Opportunity
Support For
Sales Pros
To Execute
Curriculum
Specifically for
B2B Value
Selling
Value
Engineering
And Selling
Professionals

10. VALUE DEAL DESK WORKFLOW
Opportunity
Plan Complete
Complete
Opportunity Plan
Model your
solution value
DecisionLink
Review deal and help the DecisionLink
consultant understand your selling situation:
1. Submit the situation form – Simple 4-6
questions every sales rep should know
2. Prepare to Engage: Review in 2-3 30
minute sessions, the DL value model, the
situational assumptions, the approach
3. Engage the Customer: In 1 or more 30
minute sessions, gain buy-in on the value
model, validate/revise the assumptions,
prepare your coach or champion to sell
when you are not in the room
Review
Selling
Situation
DecisionLink
Delivers Sales
Assets
Internal:
Review Assets
and Model
Internal:
Review/Revise
Assumptions
Internal:
Prep for
Customer
Customer:
Review Value
Model
Customer:
Revise
Assumptions
Customer:
Validation
Deliver
Business
Case
Content

11. HIGH PERFORMANCE SELLING

12. WHO DO YOU SELL TO?
COMPETITIVE
COMMODITIZED
POSITION
DIFFERENTIATED
VALUE POSITION
COMPETITIVE
DIFFERENTIATION
ALIGNED
BUSINESS
OUTCOMES
POSITION

13. REDUCE PAIN.
IMPROVE SALES RESULTS.
INCREASE CORPORATE PERFORMANCE.