SiriusDecisions: Five Ways to Value Actualization Tool Success
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.
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SiriusDecisions: Five Ways to Value Actualization Tool Success
- 1. Five Ways to Value Actualization Tool Success Jim Ninivaggi Tom Pisello Service Director, CEO and Founder Sales Enablement Alinean, Inc. SiriusDecisions
- 2. What is a Value Actualization Tool? Investments Benefits ROI, Payback, NPV, IRR Current (Business as Usual) Proposed (To Be) Value Actualization Tools © Copyright SiriusDecisions. All Rights Protected and Reserved. 2
- 3. Why are Value Actualization Tools so Important? Inability to Communicate Value Proposition Product Selling Pseudo Solution Selling Value Actualization Tools For Active Buyers … For “Do Nothing” Prospects … For Retention & Renewals …. © Copyright SiriusDecisions. All Rights Protected and Reserved. 3
- 4. Why are “Value-Terms Specific to a Buyer” so Important? Value is in the “Eye of the Beholder” Sales Marketing Products Sustainability IT Finance © Copyright SiriusDecisions. All Rights Protected and Reserved. 4
- 5. How do you best identify and quantify “Value”? © Copyright SiriusDecisions. All Rights Protected and Reserved. 5
- 6. When are Value Actualization tools best used? Solution Loosening of Committing to Service Selection & Decision Status Quo Change Renewal Justification Why Why Why Why Change? Now? You? Renew? Cost of Benefits of Differentiating Realized Doing Nothing Change Value Value © Copyright SiriusDecisions. All Rights Protected and Reserved. 6
- 7. How do you get started in designing the best VA tool? Usage Personas Value story Right Platform Product Marketing SMEs Channel Management Sales Enablement Sales Leaders Demand-Gen Sales Executive © Copyright SiriusDecisions. All Rights Protected and Reserved. 7
- 8. How do you successfully launch a VA tool? © Copyright SiriusDecisions. All Rights Protected and Reserved. 8
- 9. How do you best overcome the adoption challenge? © Copyright SiriusDecisions. All Rights Protected and Reserved. 9
- 10. How do you know when the program is a success or not? © Copyright SiriusDecisions. All Rights Protected and Reserved. 10
- 11. How do you see Value Actualization tools evolving? © Copyright SiriusDecisions. All Rights Protected and Reserved. 11
- 12. What are your big takeaways? © Copyright SiriusDecisions. All Rights Protected and Reserved. 12
- 13. 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 © Copyright SiriusDecisions. All Rights Protected and Reserved. 13