EVERYONE LIVES BY SELLING.

BUYER DECISIONS AREBASED ON VALUE.

COMPANY NAME

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OP

YR

IGH

T, 2

015

ARE YOUR SALES EFFORTS AND BUYER DECISION -MAKING LINKED?

TWO ISSUES YOU AND YOUR COMPANY FACE

Gross Profit, EPS, Revenue/BookingsPer Employee are the heart of a company's determination of worth.

30-40% No Decision50% Forecast Lost

Discount/Margin DegradationInsufficient Pipeline

Buy Cycle at 57%

SALESEXECUTIVELEVEL

How can you improve EPS? How can you improve SALES?

86% create pitches they know are suboptimal83% believe their pitches don’t distinguish competitively48% feel their pitches don’t focus on the right things

- Corporate Visions Study

YOU KNOW THE RIGHT WAY TO SELL .SO WHY IS EXECUTING HARDER THAN IT NEEDS TO BE?

WAYS TO IMPACT EXECUTIVE METRICS

P&LREDUCE SALES

EXPENSE

5%

INCREASE SALES

VOLUME 5%

DECREASE DISCOUNT

5%

SALES 100.0 100.0 105.0 105.0

COST OF GOODS 60.0 60.0 63.0 60.0

GROSS PROFIT 40.0 40.0 42.0 45.0

FIXED COSTS 13.0 13.0 13.0 13.0

G&A 11.0 11.0 11.0 11.0

SALES EXPENSES 6.0 5.7 6.0 6.0

PROFIT BEFORE TAX

10.0 10.3 12.0 15.0

PROFIT INCREASE 3.0% 20.0% 50.0%

LINK TO VALUE VISUALIZATION ™

ENTERPRISE ENABLEMENT ™ A comprehensive system that delivers a non-

disruptive path to best-in-class value engineering for your solutions, and business-

wide value enablement for your sales teams.

ENTERPRISE ENABLEMENT™

o Best In Class Value Execution

o Scalable & Repeatable

o For the Sales Proo Economicalo Speed Of Saleso Excellent QualityHigh Quality

VALUE DEAL DESK ™

LINK TO VALUE VISUALIZATION ™

In a few hours, you will be equipped with “best first” value understanding and powerful content for your deals, along with coaching to execute high-value sales conversations.

World-class capability for the deals you are involved in RIGHT NOW.

VALUE DEAL DESK™

o Value Analysiso Competitive

Analysiso Executive

Infographico Sales Presentationso World-Class

Proposalso Comprehensive

Business Caseo Support to Execute

LINK TO THE PERSONALIZED ASSETSIN THE VALUE DEAL DESK ™

Value Snapshot

Competitive Analysis

World-ClassProposals

SalesPresentations

ExecutiveInfographic

Value Delivered

VALUE BUSINESS

CASE LIBRARY

A COMPREHENSIVE SYSTEM:EVERYTHING NEEDED FOR SUCCESS

Value Selling Automation™

The First Value

Platform

Infrastructure Of Value

Metrics and Content

Methodology To Quickly

Engineer Your Value

Rich Content For Every

Sales Cycle Stage

OpportunitySupport For Sales Pros To Execute

Curriculum Specifically for

B2B Value Selling

Value Engineering And Selling

Professionals

VALUE DEAL DESK WORKFLOWOpportunity Plan Complete

Complete Opportunity Plan

Model your solution value DecisionLink

Review deal and help the DecisionLink consultant understand your selling situation:

1. Submit the situation form – Simple 4-6 questions every sales rep should know

2. Prepare to Engage: Review in 2-3 30 minute sessions, the DL value model, the situational assumptions, the approach

3. Engage the Customer: In 1 or more 30 minute sessions, gain buy-in on the value model, validate/revise the assumptions, prepare your coach or champion to sell when you are not in the room

Review Selling

Situation

DecisionLink Delivers Sales

Assets

Internal: Review Assets

and Model

Internal: Review/Revise Assumptions

Internal: Prep for

Customer

Customer: Review Value

Model

Customer: Revise

Assumptions

Customer: Validation

Deliver Business

Case Content

HIGH PERFORMANCE SELLING

WHO DO YOU SELL TO?

COMPETITIVE

COMMODITIZED POSITION

DIFFERENTIATED

VALUE POSITION COMPETITIVE

DIFFERENTIATION

ALIGNED

BUSINESS OUTCOMES POSITION

REDUCE PAIN.IMPROVE SALES RESULTS. INCREASE CORPORATE PERFORMANCE.