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Presentation to Richardson Sales Training's annual user group on Value Selling - the current Value Gap between traditional sales and marketing and a new breed of buyer, why selling with value is a challenge, but essential for success - and specific best practices to leverage in Value Messaging, Value Sales/ Selling Tools ( ROI / TCO )and Value Sales Training. Discusses the next step beyond adopting a Challenger Sales / Selling approach.
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Thomas PiselloCEO & Founder
[email protected]@[email protected]
Minding the Value Gap
Copyright © 2014 Alinean, Inc. All rights reserved
Traditional Sales & Marketing
Prospects
10%
Sellers focusedOn Value vs. Solution
(Forrester)
58%
Buyers Disengaged due to Lack of Value
Articulation(Qvidian)
Biggest challenge for revenue growth?
#1 Revenue Growth Issue = Inability to Articulate Value
(SiriusDecisions)
Are you seeing a Real Cost from the Value Gap?
58% of a typical pipeline is now stalled (CBI)
24% lengthening of sales cycle over past 2 years (SirusDecisions)
67% have a “clear picture” of solution before Sales Reps are engaged. (SiriusDecisions)
20% or more discounting is typical (IDC)
76% of deals go to vendor setting the buying agenda vs. 24% winning the bake-off. (Forrester)
$150M in lost opportunity for every $50M in revenue
How is this currently being addressed?
More Methodology?
More Sales Reps? More Content?
A better way?
Value Messaging& Insights
Value Selling ToolsValue Training& Coaching
Reshaping the Conversation
ValueProduct
+ +
ValueProduct
Value Messaging & Insights
CompanyProductFeaturesPrice
Challenge Centric Solution Focused
Value Selling Tools
Logos
Pathos
Ethos
StorytellingInsightsQuantificationIntelligence
Value Training
CompetenceConfidenceCredibility
ContentConversationQuantification
CoachingCommunity
+ +
Any Success Stories?
Customer Showcase
Minding the Value Gap
Join the Discussion
Thank You!
