Mind the Value Gap - Alinean presentation at Qvidian Connect Conference 2014 on Value Storytelling,...
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Today's buyer has changed - more empowered, skeptical and frugal - a condition called Frugalnomics. Unfortunately sales has not evolved to address frugalnomics - as the #1 issue for not meeting revenue targets is the inability for sales reps / partners to effectively communicate the value of proposed solutions. This is the Value Gap. This presentation discusses how visual value storytelling and financial justification / ROI can help bridge the value gap - leading to more more revenue opportunities and improved selling effectiveness
Transcript of Mind the Value Gap - Alinean presentation at Qvidian Connect Conference 2014 on Value Storytelling,...
Let me tell you a story …. What’s keeping you up at night?
What’s the Value to us?
Feature!Function!Price!
#1 quota issue =
Poor Value Communications
(SiriusDecisions)
Sales reps focused on Value
(Forrester)
Buyers Disengaging due to lack
of Value(Qvidian)
Show Me the Money
95% of buyers require financial justification /
ROI prior to purchase65% say lack research, knowledge, tools to do
analysis themselves
Your Buyers
Differentiating Features
Challenges
Key Improvements / Proof Points
Benefits
Pain Points / KPIs
“Cost of Do Nothing”
Your Solutions
IDC80% indicate 3rd party proof required to trust
vendor provided ROI
Value in the Eye of the Beholder
43% more stakeholders per decision
IT Management
Support
Sales
Marketing
HR
Executive
Products
Value & The Buyer’s Journey
67% of buyers have clear picture of solution before sales reps are engaged (SiriusDecisions)
74%
set the agenda26%
win the Bakeoff
(Forrester)
40% acceleration via better
facilitation (IDC)
Is it All About the Benjamins?
Visual Storytelling
Financial Justification
58% of typical pipeline is stalled (SBI)
Roadmap to Close the Value Gap
Value Matrix Content Audit & Mapping
Sales PlaybookValue Conversation
Thought LeadershipInsights
Diagnostic Assessment
Cost of Do Nothing
Solution Guide
Financial Justification
Proof Points
Competitive Guide
TCO Comparison
Increased Competitive Wins
Enhanced Renewal Rates
Why Change Now?
Faster Rep Ramp-Up
Improved Quota Performance
Less Stalled Deals
More Selling TimeAccelerated Sales Cycles
Greater Deal Size
Storytelling + Justification Guided Selling Customer Intelligence
Visibility
Insights
$8.10 for every $1 invested
Let me tell you a story ….
(click here to learn more)
Consulting services to develop, harmonize & certify your value messaging & quantification
Interactive tool to guide your value conversations, delivering storytelling, insights, justification & intelligence
