Webinar: Selling Value from within Salesforce - Access & Track Sales Tools, Assessments, ROI / TCO...
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Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 1 Tom Pisello [email protected] @tpisello @AlineanROI http://www.alinean.com
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Transcript of Webinar: Selling Value from within Salesforce - Access & Track Sales Tools, Assessments, ROI / TCO...
Copyright © 2001-2017 Alinean, Inc. 1
Selling Value from within Salesforce
Tom [email protected]@tpisello
@AlineanROIhttp://www.alinean.com
Copyright © 2001-2017 Alinean, Inc.
How well are your Sales Reps doing?
2
of sales reps didn’t meet their sales quota goals last
year
(CSO Insights- 2017)
#1 reason44% Enough leads?Enough training?Right solutions?Good sales process?Social selling skills?
for missing quota goals = Inability to effectively
communicate & quantify unique valueIndicated by 71% of sales execs last year
(SiriusDecisions - 2011, 2012, 2013, 2014, 2015, 2016)
Copyright © 2001-2017 Alinean, Inc.3
How well do your sales reps articulate value?CompanyProducts / Services
Features & Price74%
Remain too focused on features & price vs.
business value
55%
Don’t do a good job articulating their unique
business value
Copyright © 2001-2017 Alinean, Inc.4
How do you get sales reps to better communicate & quantify value?
51% win rate!MHI Global / CSO Insights
69% of reps meeting or exceeding quota
Better ROI adoption by Reps =
Integrate Value Selling into the workflow w/ the new Alinean Value Cloud Managed Package
Access Alinean Value Selling tools directly via CRM: Salesforce.comhttp://alinean.com/value-cloud-salesforce-application/
Copyright © 2001-2017 Alinean, Inc.5
Authenticate and secure using Salesforce credentialsStreamline access and unify identity & access management with Salesforce credentials
When accessing Value Selling Tools from outside Salesforce, use Salesforce credentials
Copyright © 2001-2017 Alinean, Inc.6
Promote value selling from within Account & Opportunity views
Copyright © 2001-2017 Alinean, Inc.7
Directly launch a new Analysis from within Salesforce
Access tools in one placeProforma analysis using profile data
Copyright © 2001-2017 Alinean, Inc.8
Share customer intelligence data back into Salesforce
Customer Intelligence:*• Challenges• Roles• Products • Business value benefits• ROI projections• Realized ROI derived
*Available in v2.0, Spring 2017
Copyright © 2001-2017 Alinean, Inc.9
Directly access any saved Analysis from within Salesforce
3/19/2017 9:10 AM
Easy & direct accessVisualize where used / not usedTeam selling support*Visibility for coaching*
*Available in v2.0, Spring 2017
Copyright © 2001-2017 Alinean, Inc.10
Direct access to the latest Analysis reports
3/19/2017 9:10 AM
Access the latest analysis reports directly without having to go into the Tool
Copyright © 2001-2017 Alinean, Inc.11
Track usage and outcomes
Usage by:• Analysis Tools• Sales Rep• Managers & Regions• Accounts & Opportunities
Customer Intelligence:*• Challenges• Roles• Product Recommendations• Value & ROI estimates• Realized ROI derived
Outcomes Impact:• Win rates (competitive / do nothing)• Deal size / discounting• Sales cycle acceleration• Quota performance• Ramp-up time to effectiveness
*Available in v2.0, Spring 2017
Copyright © 2001-2017 Alinean, Inc.12
Installation and Setup
Simple Managed Package
< 20 minute setupDefine connections and linksSetup optional data tables
Copyright © 2001-2017 Alinean, Inc. 13
Selling Value from within Salesforce
Tom [email protected]@tpisello
@AlineanROIhttp://www.alinean.com
