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

Business Career

ValueStory: Leveraging
Storytelling + Justification to Drive
More Sales

Thomas Pisello
CEO & Founder
tom@alinean.com
@tpisello
www.alinean.com

Storytelling + Insights + Justification + Intelligence

Do More with Less
More Complex

Less to Invest

Frugalnomics

™

(1) IDC Buyer’s Experience Survey – 2013IDC BV
(2)

Surviving Frugalnomics is Not Easy

1 issue for quota shortfalls = poor value commu

#

Same conversations = Same resu

(1) SiriusDecision

Improving Value Communications?
Financial
Justification

Visual
Storytelling

Freestyle

Tailor via Bulleted List
Add Custom Notes

Create & Include
Dynamic
Whiteboards
(icon library + labels +
drawing)

ValueStory for Consultants

Recommends & selects Business Drivers / Benefits
Drill down to review / edit assumptions
Specify Investments & roll up into ROI calculations + business case re

HTML5 & ValueStory for Marketing

HTML 5 Interface
For Marketing = Interactive ROI infographics & value
For Sales & Consulting = Easier sharing in on-line me

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

ValueSto
Storytelling + Insights + Justification + Intelligence
®
ry
Click here to Learn More >>

Free ROI Calculators
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•
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Sales
IT
Mobile

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