Thomas PiselloCEO & Founder

tom@alinean.com@tpisello@AlineanROIwww.alinean.com

Minding the Value Gap

David BlumeVP Strategic Alliances

David.Blume@qvidian.com@dwblume@Qvidianwww.qvidian.com

Traditional Sales & Marketing

Prospects

10%

Sellers focusedOn Value vs. Solution

(Forrester)

58%

Buyers Disengaged due to Lack of Value

Articulation(Qvidian)

Biggest challenge for achieving 2015 growth goals?

#1 Revenue Growth Issue = Inability to Articulate Value

(SiriusDecisions)

What is your top challenge meeting 2015 Sales goals?

1. Having enough leads

2. Hiring enough reps and ramping quickly

3. Evolving rep capabilities (eg. Value articulation)

4. Selling new products or services

Are you seeing a Real Cost from the Value Gap?

58% of a typical pipeline is now stalled (CBI)

24% lengthening of sales cycle over past 2 years (SirusDecisions)

67% have a “clear picture” of solution before Sales Reps are engaged. (SiriusDecisions)

20% or more discounting is typical (IDC)

74% of deals go to vendor setting the buying agenda vs. winning bake-off. (Forrester)

$150M for every $50M in revenue

What is the biggest impact you are seeing?

1. Engaging later in the decision cycle

2. Too many stalled deals

3. Longer selling cycles

4. Too much discounting

How is this currently being addressed?

More Methodology &Training?

Change is not easy

More Sales Reps? More Content?

What is your top barrier to evolving your sales force?

1. Balancing between time commitment to the project and meeting quarterly objectives

2. Sales rep adoption beyond initial few weeks of deployment

3. Sales manager buy-in and coaching (necessary to communicate and effect change within their teams)

4. Measurement & demonstration of tangible ROI

How best to address?

Value Messaging& Content

Sales Playbooks& Value Selling Tools

Value Training& Coaching

Reshaping the Conversation

ValueProduct

+ +

ValueProduct

Value Messaging & Content Best Practices?

CompanyProductFeaturesPrice

Challenge Centric Solution Focused

Best Practices in Sales Playbooks?

Best Practices in Value Selling Tools?

Personalized to each selling situationInsights - Smarter over time!

Emotional + Rational = Yes

Best Practices in Value Training?

CompetenceConfidenceCredibility

ContentConversationQuantification

CoachingCommunity

Value Expert™ Instructor-Led Agenda• Why is Value Selling Important to You?• The Neuroscience of Decision Making• Anatomy of a Business Decision• How to Communicate Your Value?• Value Messaging for Provocative Prospecting• ValueStory Tool Basics• ValueStory Certification• Tips and Tricks• Resources and Help

Video + Instructor LedCertification

Do you have any Success Storiesof how this has worked?

Thomas PiselloCEO & Founder

tom@alinean.com@tpisello@AlineanROIwww.alinean.com

Minding the Value Gap

David BlumeVP Strategic Alliances

David.Blume@qvidian.com@dwblume@Qvidianwww.qvidian.com