Live Interview with Cindy Barnes, Value Proposition author and Founder / Chief Innovation Office at FutureCurve. Discussions of importance of Value in helping to Fight Frugalnomics, Value and Sales Propositions, Value Messaging, Value Selling Tools (ROI / TCO).

1. The 5 Most Important Practices
to Get Value Selling Right
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Cindy Barnes
Chief Innovation Officer & Founder
Cindy.Barnes@futurecurve.com
@Futurecurve
www.futurecurve.com

2. Why is Value Such a Big Issue?
#1 Issue =
?

3. How Have Prospects Changed?
Do More with
Less

4. So What is Value?
Value = Benefits – Costs
2

5. Value: Rational + Emotional?

6. What is a Value Proposition?
What you sell …
What your customers
value and are willing
to pay for…
Value gap!

7. What is a Sales Proposition?
Company-level
value proposition
Sales propositions for one set
of solutions or bundle of
products
Sales proposition for a specific opportunity
Company-level value proposition
for specific sectors or geographies

8. How Do You Get started?

9. Who to Involve in Value Proposition
Development?
Marketing
Value Engineering
Product Marketing
Sales Enablement &
Sales Thought Leaders
Channel Marketing

10. How Do You Leverage Value Propositions for
Improved Marketing & Sales Effectiveness?
Why
Change?
Why
Now?
Why
You?
Why
Renew?
Justify the GainQuantify the Pain Prove not the Same Achieve the Claim?

11. Developing and Delivering Insights?
Industry Research
Financial Reports
Customer Research
Customer Capability / Maturity Assessments
Customer Current Costs
Projected Benefits
Realized Benefits
Total Value Proposition

12. Top Five Tips to Get Value Selling Right?
What you sell …
What your customers
value and are willing to
pay for…
Value gap!
#1 Issue
#1 – Decide you have a value gap
#2 – Find the evidence
#3 – Gain a senior sponsor
#4 – Get the Board onboard & get the team going
#5 – Crucially – involve your customers!

13. Q&A
Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com
Cindy Barnes
Chief Innovation Officer & Founder
Cindy.Barnes@futurecurve.com
@Futurecurve
www.futurecurve.com