Five Ways to Value Actualization Tool Success

Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions

Tom Pisello CEO and Founder Alinean, Inc.

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What is a Value Actualization Tool?

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Value Actualization Tools

Current (Business as Usual)

Benefits

Investments

ROI, Payback, NPV, IRR

Proposed (To Be)

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Why are Value Actualization Tools so Important?

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Inability to Communicate Value Proposition

For Active Buyers …

For “Do Nothing” Prospects …

For Retention & Renewals ….

Value Actualization Tools

Pseudo Solution Selling Product Selling

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Why are “Value-Terms Specific to a Buyer” so Important?

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Value is in the “Eye of the Beholder”

Marketing Sales

Products

Finance

Sustainability IT

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How do you best identify and quantify “Value”?

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When are Value Actualization tools best used?

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Why Change?

Why Now?

Why You?

Why Renew?

Cost of Doing Nothing

Benefits of Change

Differentiating Value

Realized Value

Loosening of Status Quo

Committing to Change

Solution Selection & Decision

Justification

Service Renewal

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How do you get started in designing the best VA tool?

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Usage

Personas

Value story

Right Platform

Product Marketing

SMEs

Sales Executive

Sales Enablement

Sales Leaders

Demand-Gen

Channel Management

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How do you successfully launch a VA tool?

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How do you best overcome the adoption challenge?

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How do you know when the program is a success or not?

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How do you see Value Actualization tools evolving?

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What are your big takeaways?

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Learn more…

• Value Actualization Tools: Getting the Value-Selling Job Done

• Alinean Profile

• Why Value Actualization Tools are so important?

• Value Marketing

• Value Selling

• Fight Frugalnomics Best Practices

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