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 Pisellotom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com
http://alinean.com/value-cloud-salesforce-application/
Copyright © 2001-2017 Alinean, Inc.
How well are your Sales Reps doing?
2
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)
Copyright © 2001-2017 Alinean, Inc.
How well do your sales reps articulate value?
3
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
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
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
Copyright © 2001-2017 Alinean, Inc.
Promote value selling from within Account & Opportunity views
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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
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
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
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
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
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/
Copyright © 2001-2017 Alinean, Inc.
Selling Value from within Salesforce
13
Tom Pisellotom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com
http://alinean.com/value-cloud-salesforce-application/
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