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Leveraging Storytelling & Financial Justification to Close the Value Gap
Ben Harris Manager, Global Field [email protected]
www.alinean.com
About Splunk?IT Operations
Applications Dev. and Management
Security & ComplianceBusiness AnalyticsDigital Intelligence
Internet of Things/Industrial Data
$302M revenue> 1,000 employees> 7,000 customers34% annual growth
Sales Challenges?
New Sales Rep Ramp Up
Evolve from Product Pitches/IT Focus…
to Value Conversations and Business Focus
Engage Earlier and Higher
< 10 months
~15% = value focused
+300 new sales reps
What is Disruptive Selling?
Barriers
Buyer CentricValue Messaging
Insights +Quantification
Guidance &Tools
Training & Coaching
Buyer Centric Value Messaging, Insights & Quantification?
Buyers
Differentiating Features
Challenges
Key Improvements / Proof Points
Benefits
Pain Points / KPIs
“Cost of Do Nothing”
Solutions
Cost SavingsProductivity / Process
Improvements
Risk Avoidance Revenue Growth
Sales Tools?
Guided Selling
ValueStory®
Guided Value Conversations
Value Storytelling + Dynamic Insights
Value Quantification +Digital Whiteboards +Customer Intelligence
iPad Enabled Sales Reps
Suite of 10+ Selling Efficiency &Effectiveness Apps
Value Messaging & ValueStory Development Process?
PPT & Spreadsheet PrototypesValue Matrix™
Builder
ValueStory® Play
Training & Coaching?
Awareness & GuidanceRole Play Workshops
Expert Coaching & Support
Usage Measurement & Customer Intelligence
Success Measurements? Adoption & Usage New Hire Ramp Up Time Improved Productivity Reduction in Stalled Pipeline Sales Cycle Acceleration Reduced Discounting Improved Win Rates
Deployment Challenges?
Technical Readiness& Support
Continuous Learning +Program Evolution
Deal Support
Behavior Change
Volume of New Hires
The Bottom Line
Leveraging Storytelling & Financial Justification to Close the Value Gap
Ben Harris Manager, Global Field Enablement [email protected]
www.alinean.com
