siriusdecisions: five ways to value actualization tool success
DESCRIPTION
Sell value! Today's mantra from sales leadership to sales reps: stop competing on price, and instead actively engage buyers by quantifying the “cost of doing nothing” and business value of solutions. Of course this is easier said than done. It takes just the right combination of technology, people and process to make it work. So is there a secret sauce for your Value Actualization Tool success? In this dynamic Q&A session, Jim Ninivaggi will share the latest SiriusDecisions research, with frank advice on what works, what doesn't, and what it will take to take your Value Actualization Tool programs to the next level. This is a must attend for you, a sales executives, sales enablement or content marketing professionals interested in improving the efficiency and effectiveness of your Value Actualization Tool efforts.TRANSCRIPT
![Page 1: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/1.jpg)
Five Ways to Value Actualization Tool Success
Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions
Tom Pisello CEO and Founder Alinean, Inc.
![Page 2: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/2.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
What is a Value Actualization Tool?
2
Value Actualization Tools
Current (Business as Usual)
Benefits
Investments
ROI, Payback, NPV, IRR
Proposed (To Be)
![Page 3: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/3.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Why are Value Actualization Tools so Important?
3
Inability to Communicate Value Proposition
For Active Buyers …
For “Do Nothing” Prospects …
For Retention & Renewals ….
Value Actualization Tools
Pseudo Solution Selling Product Selling
![Page 4: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/4.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Why are “Value-Terms Specific to a Buyer” so Important?
4
Value is in the “Eye of the Beholder”
Marketing Sales
Products
Finance
Sustainability IT
![Page 5: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/5.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you best identify and quantify “Value”?
5
![Page 6: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/6.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
When are Value Actualization tools best used?
6
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
![Page 7: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/7.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you get started in designing the best VA tool?
7
Usage
Personas
Value story
Right Platform
Product Marketing
SMEs
Sales Executive
Sales Enablement
Sales Leaders
Demand-Gen
Channel Management
![Page 8: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/8.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you successfully launch a VA tool?
8
![Page 9: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/9.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you best overcome the adoption challenge?
9
![Page 10: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/10.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you know when the program is a success or not?
10
![Page 11: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/11.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you see Value Actualization tools evolving?
11
![Page 12: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/12.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
What are your big takeaways?
12
![Page 13: SiriusDecisions: Five Ways to Value Actualization Tool Success](https://reader034.vdocument.in/reader034/viewer/2022052618/554e6ebcb4c9054a698b497a/html5/thumbnails/13.jpg)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
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
13