richardson april 2014 insights
DESCRIPTION
Buyers have changed - more empowered, skeptical and frugal. At the same time, sales reps have not evolved to meet new prospect demands - using the same old product presentations. To engage and sell to today's buyer you need a more insight driven, value-focused approach. Conversations not about your company, product, features and price, but about the value you can deliver to the prospect. This presentation outlines a live interview of Tom Pisello, the ROI Guy / CEO & founder of Alinean with Dario Priolo, Chief Strategy Officer of leading sales training firm Richardson, as they discuss the latest research around today's selling challenges, and specific ways to evolve to a more value-focused approach leveraging visual storytelling, insights, financial justification, ROI and TCO.TRANSCRIPT
Introduction
Guided Selling with Insights
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Dario PrioloChief Strategy Officer
[email protected]@Dario_Priolowww.richardson.com
67% have clear picture of solution before
sales reps are engaged (SiriusDecisions)
74%
set the agenda26%
win the Bakeoff(Forrester)
58% of deals are stalled (SBI)
30% lengthening of decision cycles
(IDC)
Engage Earlier
Ignite the Buyer’s Journey
Prove the Value of Your Solutions
Differentiate Your Unique Value
Facilitate Decision Making
40% acceleration in decision making cycles (IDC)
Bridging the Value Gap
Sales Training
Guided Value Selling Tools
(Storytelling + Financial Justification)
Insights & Value Messaging
Your Buyers
Differentiating Features
Challenges
Key Improvements / Proof Points
Benefits
Pain Points / KPIs
“Cost of Do Nothing”
Your Solutions
Developing Insights & Value Messaging
Value in the Eye of the Vertical
IT Management
Support
Sales
MarketingHRExecutive
Products
Value in the Eye of the Beholder
Guided Value Selling Tools
• Storytelling• Insights• Justification• Intelligence
“Selling with Insights” Training
• Comfortable• Capable• Competent• Credible
Five Steps to Bridge the Value Gap
Insights & Value Messaging
Guided ValueSelling Tools
Selling with InsightsTraining
CoachingFeedback &Evolution
Q&A
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Dario PrioloChief Strategy Officer
[email protected]@richardsonsaleswww.richardson.com