richardson april 2014 insights

Introduction

Guided Selling with Insights

Thomas PiselloCEO & Founder

tom@alinean.com@tpisellowww.alinean.com

Dario PrioloChief Strategy Officer

Dario.Priolo@richardson.com@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

tom@alinean.com@tpisellowww.alinean.com

Dario PrioloChief Strategy Officer

Dario.Priolo@richardson.com@richardsonsaleswww.richardson.com