Evolving From ROI Calculators

to Real Value Selling

Thomas Pisello

CEO & Founder

tom@alinean.com

@tpisello

@AlineanROI

www.alinean.com

Jim Ninivaggi

Practice Director, Sales Enablement

jninivaggi@siriusdecisions.com@jninivaggi@SiriusDecisions

www.siriusdecisions.com

Top Sales Challenge – Handling

Objections?

Indifference

Skepticism

Misunderstanding

vs

Drawback

Communicating Value?

#1 Revenue Growth Issue = Inability to Articulate Value(SiriusDe

cisions)

Value Selling = ROI Calculator?

Articulating Your Unique Value?

Why Change?

Why Now? Why You?

Diagnostic AssessmentCost of Do Nothing

Business BenefitsROI Business Cases

Competitive RubricTCO Comparisons

Value Selling Program

Diagnostic Discovery & AssessmentsInsights

Infographics

Value

Storytelling

ROI Calculators& Business Case Tools

Training

Provocative E-mail

Messaging

Success Stories

Back of NapkinBenefits

ValueVideos

Business CaseSupport

TCO Comparison

Tools

Coaching &Community

Value Messaging Foundation

Competitive Rubric

Back of Napkin

Do Nothing Costs Realized

ROI

Value Messaging Foundation

Messaging By Stage

By Role

Provocative

Insights

Evidence

Value Content & Tools

Infographics

ValueElevator

Pitch

Value Video

ValueStory™

ROI / TCO CalculatorsBusiness Case Tools

Comparison Rubric / Scoring

Value Training & Coaching

Competence

Confidence

Credibility

Content

Conversation

Quantification

Coaching

Community &

Deal Support

Training & Certification

Roadmap to Value Selling Success

1) Establish a solid Value Messaging foundation

5) Measure and drive Realized ROI

2) Map & deliver the right Sales Content & Tools for each stage in Buyer’s Journey

3) Educate and certify Sales and Channel Reps4) Don’t forget about Coaching, Community and Deal Support