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Five Ways to Value Actualization Tool Success
Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions
Tom Pisello CEO and Founder Alinean, Inc.
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What is a Value Actualization Tool?
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Value Actualization Tools
Current (Business as Usual)
Benefits
Investments
ROI, Payback, NPV, IRR
Proposed (To Be)
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Why are Value Actualization Tools so Important?
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Inability to Communicate Value Proposition
For Active Buyers …
For “Do Nothing” Prospects …
For Retention & Renewals ….
Value Actualization Tools
Pseudo Solution Selling Product Selling
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Why are “Value-Terms Specific to a Buyer” so Important?
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Value is in the “Eye of the Beholder”
Marketing Sales
Products
Finance
Sustainability IT
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How do you best identify and quantify “Value”?
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When are Value Actualization tools best used?
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Why Change?
Why Now?
Why You?
Why Renew?
Cost of Doing Nothing
Benefits of Change
Differentiating Value
Realized Value
Loosening of Status Quo
Committing to Change
Solution Selection & Decision
Justification
Service Renewal
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How do you get started in designing the best VA tool?
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Usage
Personas
Value story
Right Platform
Product Marketing
SMEs
Sales Executive
Sales Enablement
Sales Leaders
Demand-Gen
Channel Management
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How do you successfully launch a VA tool?
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How do you best overcome the adoption challenge?
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How do you know when the program is a success or not?
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How do you see Value Actualization tools evolving?
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What are your big takeaways?
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Learn more…
• Value Actualization Tools: Getting the Value-Selling Job Done
• Alinean Profile
• Why Value Actualization Tools are so important?
• Value Marketing
• Value Selling
• Fight Frugalnomics Best Practices
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