interview: the five most important practices to get value selling right w/ cindy barnes of...
Post on 10-May-2015
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The 5 Most Important Practices to Get Value Selling Right
Thomas PiselloCEO & Founder
tom@alinean.com@tpisellowww.alinean.com
Cindy BarnesChief Innovation Officer & Founder
Cindy.Barnes@futurecurve.com@Futurecurvewww.futurecurve.com
Why is Value Such a Big Issue?
#1 Issue = ?
How Have Prospects Changed?
Do More with Less
So What is Value?
Value = Benefits – Costs2
Value: Rational + Emotional?
What is a Value Proposition?
What you sell … What your customers value and are willing to
pay for…
Value gap!
What is a Sales Proposition?Company-level
value proposition
Sales propositions for one set of solutions or bundle of
products
Sales proposition for a specific opportunity
Company-level value propositionfor specific sectors or geographies
How Do You Get started?
Who to Involve in Value Proposition Development?
Marketing
Value Engineering
Product Marketing
Sales Enablement & Sales Thought
Leaders
Channel Marketing
How Do You Leverage Value Propositions for Improved Marketing & Sales
Effectiveness?
Why Change?
Why Now?
Why You?
Why Renew?
Justify the GainQuantify the Pain Prove not the SameAchieve the Claim?
Developing and Delivering Insights?Industry Research
Financial Reports
Customer Research
Customer Capability / Maturity Assessments
Customer Current Costs
Projected Benefits
Realized Benefits
Total Value Proposition
Top Five Tips to Get Value Selling Right?
What you sell … What your customers value and are willing
to pay for…
Value gap!
#1 Issue
#1 – Decide you have a value gap
#2 – Find the evidence
#3 – Gain a senior sponsor
#4 – Get the Board onboard & get the team going
#5 – Crucially – involve your customers!
Introduction
Q&A
Thomas PiselloCEO & Founder
tom@alinean.com@tpisellowww.alinean.com
Cindy BarnesChief Innovation Officer & Founder
Cindy.Barnes@futurecurve.com@Futurecurvewww.futurecurve.com
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