Revegy and SiriusDecisions, Account Based Marketing and Account Planning
SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat
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Transcript of SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat
![Page 1: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/1.jpg)
Thomas PiselloCEO & Founder
[email protected]@[email protected]
Scary late. How to Turn a Big Sales Challenge from Trick to Treat
Jim NinivaggiService Director,Sales Enablement
![Page 2: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/2.jpg)
Sales invited later into the decision making process?
Exploration Evaluation SelectionIdeas
More than 1/2 to 2/3rds decision process complete?
67%
Sales reps invited when Buyer has already established a clear picture of solution.
![Page 3: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/3.jpg)
Is this really as bad as it sounds?
Existing Customers
BuyerInitiated
ProviderInitiated
Realized the Gain?We Can Deliver More!
Prove not the SameWe Deliver Better Value!
Quantify the PainWe Can Help Identify Challenges!
Justify the GainWe Deliver Bottom-Line Impact!
Illuminate the RainInsights for you!
![Page 4: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/4.jpg)
How to best address?
Exploration Evaluation SelectionIdeas Renewal /Addition
Existing CustomersBuyer InitiatedProvider Initiated
Realized the GainWe Can Deliver More!
Prove not the SameWe Deliver Better Value!
Quantify the PainWe Can Help Identify Challenges!
Justify the GainWe Deliver Bottom-Line Impact!
Illuminate the RainInsights for you!
![Page 5: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/5.jpg)
What is common across the 3 scenarios?
Sales Enablement
Content
Yes!
DifferentPoints of Value!
Value Conversation = #1 issue
![Page 6: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/6.jpg)
What can tools do to facilitate?
Yes!
• Guided Conversations• Totally Personalized• Visual Storytelling• Benchmark Insights• Diagnostic Assessments• Cost of “Do Nothing”• Financial Justification / ROI• TCO & Value Differentiation• Conversation Intelligence
Value Actualization Tools
![Page 7: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/7.jpg)
Best practices for value actualization tools?
Adoption
Unique Point of Value
ExplorationEvaluation SelectionIdeasRenewal /Addition
Throughout Entire Buyer’s Journey
![Page 8: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/8.jpg)
What investments are not working today?
Death by PowerPointCustomer Presentations
Traditional one-size-fits-all
content
Traditional SalesTraining
SalesMessaging Guidebooks
![Page 9: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/9.jpg)
Bottom line advice?
Yes!
• Guided Conversations• Totally Personalized• Visual Storytelling• Benchmark Insights• Diagnostic Assessments• Cost of “Do Nothing”• Financial Justification / ROI• TCO & Value Differentiation• Conversation Intelligence
Value Actualization Tools
![Page 10: SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat](https://reader037.fdocuments.in/reader037/viewer/2022103000/554e6e15b4c905f66a8b489f/html5/thumbnails/10.jpg)
Thomas PiselloCEO & Founder
[email protected]@[email protected]
Jim NinivaggiService Director,Sales Enablement
[email protected]@[email protected]
Scary late. How to Turn a Big Sales Challenge from Trick to Treat