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According to SiriusDecisions the #1 issue preventing Sales quota achievement is not the lack of marketing leads, good solutions, or a lack of product knowledge, but remains (for the 3rd year in a row), the inability for your Sales teams to effectively communicate your value messaging. Is this issue due to? A shortage of value messaging content and quantification Changing customer demands An inability for Sales to deliver A lack of Sales Tools or Training All of the above And how do you best address this vital issue to assure Sales success? In this live interview session, Tom Pisello, the ROI Guy, will interview thought leader Dario Priolo, Chief Strategy Officer of sales training leader Richardson to get a new take on this persistent sales issue, and what it will take to overcome the “value communication challenge”. A must attend event for Sales, Training and Enablement professionals, the Q&A session will provide you with the latest research and best practices to help you shape better customer engagements, improve your selling effectiveness and overcome the value messaging challenge.
Citation preview
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
#1 Issue – Inability to Communicate Value
Messaging?
#1 Issue = ?
How Have Prospects Changed?
Do More with
Less
Sales Reps are Struggling with this New
Environment?
Sales Training
Value Selling
Tools
Value Messaging
&
Quantification
Vertical Market Challenges?
Value Messaging Development?
Relevant to Different Prospects?
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?
Value Selling Tools?
ValueStory™ for
Sales
ValueStory™ for
Marketing
ValueStory™ for
Consultants
90% of Training Forgotten?
Making Sure the Program Stays Relevant?
Messaging & Tools Launch
Training
Coaching
Feedback &
Evolution
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?
Q&A
Thomas Pisello CEO & Founder
@tpisello
www.alinean.com
Dario Prolio Chief Strategy Officer
Dario.Prolio@richardso
n.com
@richardsonsales
www.richardson.com
