A sales team has been struggling to make quota for some time, but now has an exciting new opportunity. Three new prospects have been identified, and are anxious to engage. The team divvies up the opportunities and goes to work pitching the buyers. Will the team achieve success and get the deals, or start the year off on the wrong foot? In this webinar we hear their story and learn their fate. Join Alinean’s Chairman and Founder Tom Pisello, the ROI Guy, as he recounts the tale, in this entertaining and educational webcast designed for sales leadership and enablement professionals.

1. TOM PISELLO, Chairman & Founder
Powering B2B sales to economic buyers
Blog: http://www.fightfrugalnomics.com
Twitter: @tpisello
http://www.alinean.com
Product, Solution or Value – You Decide!

2. Once Upon a Time
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3. LET ME TELL YOU A STORY
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4. JOE SPRINGS INTO ACTION …
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5. … TO HAMMER A DEAL HOME
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6. SALLY TAKES HER TURN …
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7. … ASKS THE RIGHT QUESTIONS …
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8. … AND NAILS A SOLUTION SALE
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9. GARY MOVES BEYOND WHAT TO WHY …
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10. … CHALLENGES THE BUYER
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11. … PLAYS TO LEFT (LOGICAL) AND RIGHT (EMOTIONAL) BRAIN
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12. … AND SELLS THE DESIRED OUTCOME, NOT THE PRODUCT OR SOLUTION
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13. VALUE SELLING – EVERYONE WINS
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14. Value Selling and Marketing
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15. Why Needed: Buyers Have Fundamentally and Permanently Changed
Meet Buyer-Frugalnomicus
Empowered: In control of buying process
Overloaded: Challenged to do-more-with-less
Skeptical: Thinks sales isn’t adding enough value
Frugal: Requires every investment deliver
significant ROI, faster payback and superior value
Frugalnomics is in Full Effect
More Difficult to Connect & Engage Longer Sales Cycles Increased Discounting /
Reduced Deal Size
Stalled Deals
More Leads to Close Same Amount
of Business More Executive & Economic Increased Competition
Scrutiny
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16. Value-Focus Evolution to Fight Frugalnomics
Product Focus Solution Focus Value Focus
Discussion: Discussion:
Discussion:
• Customer knows issue • Prescriptive & Quantified
• Customer knows issues &
• Tie features / functions to desired outcome • Discover… Is customer
needs aware of issue?
• Questions to discover pain
• Compares product points
alternatives • Diagnose… How bad is it?
• Feature • Function • Price • Recommend solution to • Quantify … Value of change
solve pain
• Compare … Value vs. Status
Drive: Sales Led: Product Drive: Sales Led: Pain-Point Quo / Competition
Driven Driven
Drive: Diagnostic Led: What is
issue & value of change?
Vendor Solution Provider Trusted Advisor
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17. Interactive Sales and Marketing Tools to Facilitate The Buyer’s Journey
Facilitate the Buyer’s Journey to
DISCOVERY CONSIDERATION DECISION
Understand Issues & Prioritize Possible Justify the Decision &
Commit to Changing Solutions & Commit to Make the Solution
Status-Quo an Approach Selection
WHY CHANGE? WHY NOW? WHY YOUR SOLUTION?
PROVOCATIVE APPROACH VALUE APPROACH
CONNECT ENGAGE DIAGNOSE JUSTIFY DIFFERENTIATE
Interactive Benefit Diagnostic ROI Analysis TCO Comparison
White Papers Estimators Assessment Tools Tools Tools
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18. Value Focus a Requirement, But Gaps Exist
Forrester Sales Enablement Forum- 2011
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19. The Buyer’s Journey is More Complex
DISCOVERY CONSIDERATION DECISION
Understand Issues & Prioritize Possible Justify the Decision &
Commit to Changing Solutions & Commit to Make the Solution
Status-Quo an Approach Selection
WHY CHANGE? WHY NOW? WHY YOUR SOLUTION?
Buyers are Empowered, But Still Need Help
Seeking Content and Consultative Advice
Is Your Sales & Marketing Facilitating The New Decision Process?
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20. Facilitate & Challenge Today’s More Empowered, Skeptical and Frugal
Buyer
DISCOVERY CONSIDERATION DECISION
Understand Issues & Prioritize Possible Justify the Decision &
Commit to Changing Solutions & Commit to Make the Solution
Status-Quo an Approach Selection
WHY CHANGE? WHY NOW? WHY YOUR SOLUTION?
65% of Decisions Won / Lost 35% of Decisions Won / Lost on
Based on Who Helped Establish Need Bake-Off
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21. Next Steps
http://www.fightfrugalnomics.com
Ask the ROI Guy FAQ Center
http://www.alinean.com/faq/
Schedule a Content Optimization Assessment
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22. Q&A
Tom Pisello, Chairman & Founder
The ROI Guy
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