Download - Richardson april 2014 insights
Introduction
Guided Selling with Insights
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Dario PrioloChief Strategy Officer
[email protected]@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
[email protected]@tpisellowww.alinean.com
Dario PrioloChief Strategy Officer
[email protected]@richardsonsaleswww.richardson.com
