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Why Value Selling Requires
Modern Tools + Modern Training
Thomas Pisello CEO & Founder
@tpisello
www.alinean.com
Dario Prolio Chief Strategy Officer
Dario.Prolio@richardso
n.com
@Dario_Priolowww.ric
hardson.com
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#1 Issue – Inability to Communicate Value
Messaging?
#1 Issue = ?
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How Have Prospects Changed?
Do More with
Less
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Sales Reps are Struggling with this New
Environment?
Sales Training
Value Selling
Tools
Value Messaging
&
Quantification
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Vertical Market Challenges?
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Value Messaging Development?
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Relevant to Different Prospects?
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Value and the Buyer’s Problem Solving
Process?
Why
Change? Why
Now?
Why
You? Why
Renew?
Justify the Gain Quantify the Pain Prove not the Same Achieve the Claim?
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Value Selling Tools?
ValueStory™ for
Sales
ValueStory™ for
Marketing
ValueStory™ for
Consultants
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90% of Training Forgotten?
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Making Sure the Program Stays Relevant?
Messaging & Tools Launch
Training
Coaching
Feedback &
Evolution
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Top Five Steps to Achieve Value Deficit
Reduction?
Value Messaging and Quantification
Sales Process
Improvements
Value Selling Tools
Sales Training
Evolution
Why
Change? Why
Now?
Why
You? Why
Renew?
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Q&A
Thomas Pisello CEO & Founder
@tpisello
www.alinean.com
Dario Prolio Chief Strategy Officer
Dario.Prolio@richardso
n.com
@richardsonsales
www.richardson.com