This document discusses how to prove your value advantage over competitors when selling to customers. It recommends personalizing your message based on the industry, location, and size of the customer as well as their role in purchase decisions and business objectives. It also suggests quantifying the competitive value and benefits the customer will receive, showing the cost of doing nothing versus the ROI of changing to your solution. Visuals and user success stories should be used to engage customers and move them from rational to emotional buying decisions.

1. Why You?
Proving Your Value Advantage
Tom Pisello
CEO & Founder
The ROI Guy
Twitter: @tpisello
@AlineanROI

2. Let me tell you a story …

14. Tools that Work!
Industry, Location & Size
Personalize Buyer’s Role in Purchase Decision
Business Objectives & Challenges
Cost of Doing Nothing
Benefits and ROI of Change
Challenge
Quantify Competitive Value
More Visuals & Less Text
Engage Contrast – Before vs. After
Social Stories – User Successes
& Social Sharing

15. Tools that Work!
Value Marketing Tools Value Selling Tools
Position Design
Push Why + Value
Pull Awareness
Proactive Field Training
ROI Guarantee Support
Success Stories
Refresh
ROI Guarantee

16. You Need an Edge …
Yes = Rational + Emotional
Suite from “Do Nothing” to Yes
Platform
Not just a tool, an Enterprise Platform
Integrated Customer Intelligence
Mobile Sales & Marketing Enablement
International & Certified
3rd Party Credibility & Experience

17. Next Steps
• Product, Solution, Value – You Decide!
• The Solutions
– Benefit Estimators
– ROI / TCO Sales Tools
• The Proof
• Fight Frugalnomics Resource Center