minding the value gap: improving sales revenue via value messaging, tools and training
DESCRIPTION
Why are your sales reps not making quota? The number one issue is not the lack of leads, training, social selling skills or product knowledge, but the "inability for sales reps to effectively articulate your value", this according to research from SiriusDecisions. A significant Value Gap exists between today's more empowered, skeptical and frugal buyer, and sales reps who have not evolved beyond a product-focused sales approach. You likely see this impact every day with more of your deals stalled at "no decision", longer sales cycles and more discounting to win the deal. But there are strategies to overcome this gap. This interactive discussion with Tom Pisello, the ROI Guy & CEO / founder of Alinean, and David Blume, VP of Strategic Alliances for Qvidian discusses exclusive research and deliver proven methods, tools and practices to help you close the Value Gap today.TRANSCRIPT
Thomas PiselloCEO & Founder
[email protected]@[email protected]
Minding the Value Gap
David BlumeVP Strategic Alliances
Traditional Sales & Marketing
Prospects
10%
Sellers focusedOn Value vs. Solution
(Forrester)
58%
Buyers Disengaged due to Lack of Value
Articulation(Qvidian)
Biggest challenge for achieving 2015 growth goals?
#1 Revenue Growth Issue = Inability to Articulate Value
(SiriusDecisions)
What is your top challenge meeting 2015 Sales goals?
1. Having enough leads
2. Hiring enough reps and ramping quickly
3. Evolving rep capabilities (eg. Value articulation)
4. Selling new products or services
Are you seeing a Real Cost from the Value Gap?
58% of a typical pipeline is now stalled (CBI)
24% lengthening of sales cycle over past 2 years (SirusDecisions)
67% have a “clear picture” of solution before Sales Reps are engaged. (SiriusDecisions)
20% or more discounting is typical (IDC)
74% of deals go to vendor setting the buying agenda vs. winning bake-off. (Forrester)
$150M for every $50M in revenue
What is the biggest impact you are seeing?
1. Engaging later in the decision cycle
2. Too many stalled deals
3. Longer selling cycles
4. Too much discounting
How is this currently being addressed?
More Methodology &Training?
Change is not easy
More Sales Reps? More Content?
What is your top barrier to evolving your sales force?
1. Balancing between time commitment to the project and meeting quarterly objectives
2. Sales rep adoption beyond initial few weeks of deployment
3. Sales manager buy-in and coaching (necessary to communicate and effect change within their teams)
4. Measurement & demonstration of tangible ROI
How best to address?
Value Messaging& Content
Sales Playbooks& Value Selling Tools
Value Training& Coaching
Reshaping the Conversation
ValueProduct
+ +
ValueProduct
Value Messaging & Content Best Practices?
CompanyProductFeaturesPrice
Challenge Centric Solution Focused
Best Practices in Sales Playbooks?
Best Practices in Value Selling Tools?
Personalized to each selling situationInsights - Smarter over time!
Emotional + Rational = Yes
Best Practices in Value Training?
CompetenceConfidenceCredibility
ContentConversationQuantification
CoachingCommunity
Value Expert™ Instructor-Led Agenda• Why is Value Selling Important to You?• The Neuroscience of Decision Making• Anatomy of a Business Decision• How to Communicate Your Value?• Value Messaging for Provocative Prospecting• ValueStory Tool Basics• ValueStory Certification• Tips and Tricks• Resources and Help
Video + Instructor LedCertification
Thomas PiselloCEO & Founder
[email protected]@[email protected]
Minding the Value Gap
David BlumeVP Strategic Alliances