SiriusDecisions Interview with Jim Ninivaggi: From Pitching Products to Selling Value
SiriusDecisions Interview with Jim Ninivaggi - Evolving from ROI Calculators to Real Value Selling
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Evolving From ROI Calculators to Real Value Selling Thomas Pisello CEO & Founder [email protected] @tpisello @AlineanROI www.alinean.com Jim Ninivaggi Practice Director, Sales Enablement [email protected] @jninivaggi @SiriusDecisions www.siriusdecisions.com
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Transcript of SiriusDecisions Interview with Jim Ninivaggi - Evolving from ROI Calculators to Real Value Selling
Evolving From ROI Calculators
to Real Value Selling
Thomas Pisello
CEO & Founder
@tpisello
@AlineanROI
www.alinean.com
Jim Ninivaggi
Practice Director, Sales Enablement
[email protected]@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
