Selling with Value and ROI / TCO from within Salesforce

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Copyright © 2001-2017 Alinean, Inc. Selling Value from within Salesforce 1 Tom Pisello [email protected] @tpisello @AlineanROI http://www.alinean.com http://alinean.com/value-cloud-salesforce-application/

Transcript of Selling with Value and ROI / TCO from within Salesforce

Page 1: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Selling Value from within Salesforce

1

Tom [email protected]

@tpisello

@AlineanROI

http://www.alinean.com

http://alinean.com/value-cloud-salesforce-application/

Page 2: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

How well are your Sales Reps doing?

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of sales reps didn’t meet their

sales quota goals last year

(CSO Insights)

#1 reason44% Enough leads?

Enough training?

Right solutions?

Good sales process?

Social selling skills?

for missing quota goals

= Inability to effectively communicate &

quantify unique value

Indicated by 71% of sales executives

(SiriusDecisions - 2011, 2012, 2013, 2014, 2015, 2016, 2017)

Page 3: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

How well do your sales reps articulate value?

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Company

Products / Services

Features & Price74%

Remain too focused on

features & price vs.

business value

55%

Don’t do a good job

articulating their unique

business value

Page 4: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

How do you get sales reps to better communicate & quantify value?

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51% win rate!

MHI Global / CSO Insights

69% of reps meeting or

exceeding quota

Better ROI adoption by Reps =

Integrate Value Selling into the workflow w/ the new

Alinean Value Cloud™ Managed Package

Access Alinean Value Selling

tools directly via CRM: Salesforce.com

Page 5: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Authenticate and secure access using Salesforce credentials

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Streamline access and unify identity &

access management with Salesforce

credentials

When accessing from outside use

Salesforce credentials

Partners can still access via email

account / password

Page 6: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Promote value selling from within Account & Opportunity views

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Page 7: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Directly launch a new Analysis from within Salesforce

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Access tools in one place

Proforma analysis using profile data

Page 8: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Share customer intelligence data back into Salesforce

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Customer Intelligence:*

• Challenges

• Roles

• Products

• Business value benefits

• ROI projections

• Realized ROI derived

*Available in v2.0, Spring 2017

Page 9: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Directly access any saved Analysis from within Salesforce

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3/19/2017 9:10 AM

Easy & direct access

Visualize where used / not used

Collaboration

Team selling support

Visibility for coaching

Page 10: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Direct access to the latest Analysis reports

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3/19/2017 9:10 AM

Access the latest

analysis reports directly

without having to go into

the Tool

Page 11: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Track usage and outcomes

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Usage by:

• Analysis Tools

• Sales Rep

• Managers & Regions

• Accounts & Opportunities

Customer Intelligence:

• Discovery intelligence

• Challenges

• Roles engaged with

• Product recommendations

• Value & ROI estimates

• Realized ROI derived

Outcomes Impact:

• Better win rates

• Less discounting

• Sales cycle acceleration

• Better quota performance

• Accelerated Ramp-up time

Page 12: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Installation and Setup

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Simple Managed Package

< 20 minute setup

Define Data-In and Data-Out

Define connections and links

Setup optional data tables

http://alinean.com/value-cloud-salesforce-application/

Page 13: Selling with Value and ROI / TCO from within Salesforce

Copyright © 2001-2017 Alinean, Inc.

Selling Value from within Salesforce

13

Tom [email protected]

@tpisello

@AlineanROI

http://www.alinean.com

http://alinean.com/value-cloud-salesforce-application/