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The 5 Most Important Practices to Get Value Selling Right
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Cindy BarnesChief Innovation Officer & Founder
[email protected]@Futurecurvewww.futurecurve.com
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Why is Value Such a Big Issue?
#1 Issue = ?
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How Have Prospects Changed?
Do More with Less
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So What is Value?
Value = Benefits – Costs2
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Value: Rational + Emotional?
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What is a Value Proposition?
What you sell … What your customers value and are willing to
pay for…
Value gap!
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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 propositionfor specific sectors or geographies
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How Do You Get started?
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Who to Involve in Value Proposition Development?
Marketing
Value Engineering
Product Marketing
Sales Enablement & Sales Thought
Leaders
Channel Marketing
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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 SameAchieve the Claim?
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Developing and Delivering Insights?Industry Research
Financial Reports
Customer Research
Customer Capability / Maturity Assessments
Customer Current Costs
Projected Benefits
Realized Benefits
Total Value Proposition
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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!
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Introduction
Q&A
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Cindy BarnesChief Innovation Officer & Founder
[email protected]@Futurecurvewww.futurecurve.com