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Sell value! Today's mantra from sales leadership to sales reps: stop competing on price, and instead actively engage buyers by quantifying the “cost of doing nothing” and business value of solutions. Of course this is easier said than done. It takes just the right combination of people, process and technology to make it work. So is there a secret sauce for your Value Actualization Tool success? In this dynamic Q&A session, Jim Ninivaggi will share the latest SiriusDecisions research, with frank advice on what works, what doesn't, and what it will take to take your Value Actualization Tool programs to the next level. This is a must attend for you, a sales executives, sales enablement or content marketing professionals interested in improving the efficiency and effectiveness of your Value Actualization Tool efforts.
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Five Ways to Value Actualization Tool Success
Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions
Tom Pisello CEO and Founder Alinean, Inc.
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
What is a Value Actualization Tool?
2
Value Actualization Tools
Current (Business as Usual)
Benefits
Investments
ROI, Payback, NPV, IRR
Proposed (To Be)
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Why are Value Actualization Tools so Important?
3
Inability to Communicate Value
For Active Buyers … For “Do Nothing” Prospects …
For Retention & Renewals ….
Value Actualization Tools
Pseudo Solution Selling Product Selling
Key Differences between Top and Average Performers?
Role Specific Value Financial Justification / ROI Tools
© Copyright SiriusDecisions.
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Why are “Value-Terms Specific to a Buyer” so Important?
4
Value is in the “Eye of the Beholder”
Marketing Sales
Products
Finance
Sustainability IT
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How do you best identify and quantify “Value”?
5
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When are Value Actualization tools best used?
6
Why Change?
Why Now?
Why You?
Why Renew?
Cost of Doing Nothing
Benefits of Change
Differentiating Value
Realized Value
Loosening of Status Quo
Committing to Change
Solution Selection & Decision
Justification
Service Renewal
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How do you get started in designing the best VA tool?
7
Usage
Personas
Value story
Right Platform
Product Marketing
SMEs
Sales Executive
Sales Enablement
Sales Leaders
Demand-Gen
Channel Management
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How do you successfully launch a VA tool?
8
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How do you best overcome the adoption challenge?
9
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How do you know when the program is a success or not?
10
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How do you see Value Actualization tools evolving?
11
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What are your big takeaways?
12
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Learn more…
• Value Actualization Tools: Getting the Value-Selling Job Done
• Alinean Profile
• Why Value Actualization Tools are so important?
• Value Marketing
• Value Selling
• Fight Frugalnomics Best Practices
13
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