valuestory: leveraging storytelling + justification / roi / tco to drive sales effectiveness
DESCRIPTION
Introduction to ValueStory, a new guided value selling tool used to fuel value conversations, delivering visual storytelling, benchmark insights, surveys / assessments, ROI / TCO financial justification and customer intelligence. The presentation reviews the need toTRANSCRIPT
ValueStory: Leveraging Storytelling + Justification to Drive More Sales
Thomas PiselloCEO & Founder
[email protected]@tpisellowww.alinean.com
Storytelling + Insights + Justification + Intelligence
(1) IDC Buyer’s Experience Survey – 2013(2) IDC BVS
Do More with Less
More Complex Less to Invest
Frugalnomics ™
Surviving Frugalnomics is Not Easy !
#1 issue for quota shortfalls = poor value communications1
(1) SiriusDecisions
Same conversations = Same results
Improving Value Communications?
Visual Storytelling
Financial Justification
Evolving the Value Conversation
Brings your value messages
& ROI to life!
ValueStory®
Company & Buyer Profile
Challenges
Value Framework
Messages Storytelling
JustificationInsights
Tailor via Bulleted ListsAdd Custom Notes
Create & IncludeDynamic Whiteboards(icon library + labels + drawing)
Freestyle
Recommends & selects Business Drivers / BenefitsDrill down to review / edit assumptionsSpecify Investments & roll up into ROI calculations + business case report
ValueStory for Consultants
HTML 5 InterfaceFor Marketing = Interactive ROI infographics & value ebooksFor Sales & Consulting = Easier sharing in on-line meetings
HTML5 & ValueStory for Marketing
ValueStory PaaS
$8.10 for every $1 invested
$12.1M of incremental revenue for every
$50M in territory
Value to You …
Ignite Buying Decisions
Accelerate Sales Cycles
Reduce Discounting / Increase Deal Size
Improve Competitive Win Rates
Reduce New Rep Ramp Up Time
Improve Quota Performance
Schedule a Personalized Review & Demo
ValueStory®Storytelling + Insights + Justification + Intelligence
Free ROI Calculators• Marketing• Sales• IT• Mobile
Click here to Learn More >>