B2B Sales has long relied on PowerPoint to help drive customer presentations. However, customers have grown weary of traditional PowerPoint based sales pitches. This white paper discusses each issue with traditional PowerPoints (PPTs), providing a great alternative to evolve from boring sales pitches to dynamic value-focused conversations.

1. Are you forcing Sales Reps to weed through
large PPT decks to find the relevant content for
that next client engagement?
ValueStory Intelligently recommends the right
value messaging and quantification for the
audience, leveraging inputs about the Prospect’s
industry, location, size, role and challenges to
initially filter the content.
Ever try to play your sales PPTs on an iPad?
ValueStory converts and evolves your existing
PPTs into an interactive iPad application and
engagement tool.
Soon ValueStory will evolve PPTs not only into
an iPad App, but into an HTML5 application for
quick/ effective marketing tool development and
interactive online presentations from Android
devices and laptops/ PCs.
Able to make your PPT presentations better
communicate your value story?
Storytelling is very effective, and our consulting
services will help to better organize, refine, quan-
tify and deliver your value messaging in a great
storytelling / whiteboarding format, which is then
embedded into the ValueStory tool for interactive
delivery.
Ever try to make your PPTs navigate in a non-lin-
ear fashion, providing shortcuts and jumps to
just the right slide or content, and a navigation
aid to get right where the customer wants you
to go?
ValueStory provides hierarchical navigation, links
and hotspots – visual navigation that gets the
Sales Rep to just the right content the Prospect
needs to learn about, instantly and without
breaking the flow.
The hotspots let you present pop-over
descriptions, notes and resources.
The links can be internal, to embedded
video or documents, or external to web pages,
on-demand videos, micro-sites and other online
resources.
Interactive
Able to deliver interactive surveys, assess-
ments and calculators in your PPTs?
ValueStory provides a catalogue of cool inter-
active content including customizable surveys,
diagnostic assessments, cost calculators, benefit
calculators, competitive comparisons, equivalen-
cy calculators and more – which can be built into
your customized ValueStory template.
These interactive tools help Sales Reps collabo-
rate with Prospects, to help identify and prior-
itize issues, and deliver personalized financial
justification.
Ever try to use PPTs to deliver better insights to
your Prospects?
ValueStory collects and aggregates customer
inputs from each engagement, the responses to
surveys, assessments and calculators, and then
packages this intelligence back out to the App.
Insights
Why ValueStory® Delivers where PowerPoint Fails

2. Intelligence
This means benchmarks are being collected from
each of your sales rep engagements, and then
used by the sales reps automatically insubse-
quent presentations.
Challenger Selling requires insights, and
ValueStory automates the collection and
engagement with these insights.
Can you deliver personalized leave
behinds from each PPT presentation to help
your champion up / cross sell to other stake-
holders?
ValueStory Delivers a PDF via email of the per-
sonalized engagement, so your champion can use
the customized presentation and insights to up/
cross deliver to other stakeholders.
ValueStory Delivers where PowerPoint Fails
presentation content for a particular customer
engagement.
Seeking intelligence as to which Sales reps are
presenting what PPT content?
ValueStory tracks exactly who is delivering
presentations with the tool, or not, so you know
who is adopting and who may need additional
coaching.
Seeking knowledge on who is being
presented to, what is being presented, and what
is working?
ValueStory collects insights about who is being
engaged and what is being presented in each
engagement - customer intelligence that is tied
back to opportunities (via the optional salesforce.
com AppExchange application) to help under-
stand what specific engagements, positioning,
value messages and quantification is most/least
effective. 
Schedule a Demo
Visit alinean.com to learn
more and schedule a demo
Download ValueStory
ValueStory is available
through the Apple App Store
Learn More
Visit the Frugalnomics Survival
Guide at alinean.com to learn
more about our strategies
Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value
marketing and selling tools. Alinean-powered value storytelling, financial justification and ROI / TCO solutions create more compelling value-based conversations
and proposals — generating more demand, igniting buying decisions, accelerating sales cycles, increasing deal size and improving competitive win rates.
Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, ATT, BMC Software, ADP and SolidWorks.
Do you have a way to control the content that is
being presented, while at the same time balanc-
ing the need for Sales Reps to customize their
engagements?
ValueStory automatically assures that the latest
versions of your presentations are used in
engagements.
To help personally engage, ValueStory provides
customization providing Sales Reps with the
ability to add their own dynamic drawings, hide /
show content they think is more relevant than the
intelligent filtering, and add their own customized