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 to
5. Evolving the Value Conversation
Company &
Buyer Profile
Value Framework
Challenges
Messages
Storytelling
Insights
Justification
ValueSto
ry®
Brings your value
messages & ROI to
life!
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28. Freestyle
Tailor via Bulleted List
Add Custom Notes
Create & Include
Dynamic
Whiteboards
(icon library + labels +
drawing)
29. ValueStory for Consultants
Recommends & selects Business Drivers / Benefits
Drill down to review / edit assumptions
Specify Investments & roll up into ROI calculations + business case re
30. HTML5 & ValueStory for Marketing
HTML 5 Interface
For Marketing = Interactive ROI infographics & value
For Sales & Consulting = Easier sharing in on-line me
32. Value to You …
$8.10 for every $1 invested
$12.1M of incremental revenue for every $50M in
territory
Ignite Buying Decisions
Accelerate Sales Cycles
Reduce Discounting / Increase Deal Size
Improve Competitive Win Rates
Reduce New Rep Ramp Up Time
Improve Quota Performance
33. ValueSto
Storytelling + Insights + Justification + Intelligence
®
ry
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Notas do Editor
I am sure you are well aware, in this “do more with less” economy, buyers have fundamentally and permanently changed. Your prospects are more empowered in the decision making process, but at the same time more risk averse and frugal. Frugalnomics is in effect, and as a result, there are now:More stakeholders – 43% more according to IDC’s Buyer’s Experience Survey, growing to an over stakeholders per deal over the past 3 years. As the deal sizes grow to over $500,000, over 10 decision makers are involved. With more buyers involved, deals are more complex. Technical, financial and business roles all are participating actively, and all have different Points of Value, their perspective of the challenges, the impact of the proposed solutions, and the value derived.Decisions are taking longer – IDC reports that deals are taking longer, with the average decision cycle growing 30% longer over the past 3 years to more than 10 months. Likely you are frustrated over a lengthening decision cycle, and so are your prospects, who indicate they too would like the time reduced by 38%.Financial justification is a requirement – 95% of organizations now reporting to IDC that they require financial justification often before they’ll consider moving forward in the decision making process, and certainly with financial buyers prior to project approval. As well, 85% indicated they need 3rd party proof to believe the figures / results could translate for them.