Sitting through a boring PowerPoint sales engagement can be worse than going to the dentist, at least this is what 1 in 4 buyers indicate. In order to be effective, your sales reps and channel partners need to abandon PowerPoint product pitches and evolve to a more effective value selling approach. Alinean ValueStory helps you reshape and guide prospect / buyer conversations - with customer-facing value storytelling, compelling messaging, provocative insights, assessments and financial justification. The perfect way to implement challenger / insight selling. Proven to help sales engage earlier reduce stalled deals, accelerate sales cycles and reduce discounting.
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The End of Death By PowerPoint Why ValueStory® Delivers where PowerPoint Fails To effectively communicate the value of your solutions, you likely arm your Sales Reps with PowerPoint decks to help them present challenges, solutions and benefits. Your customers don’t want PPTs; they want an engagement that is personalized and relevant. They seek provocative, challenging and compelling insight to help them achieve a competitive advantage. They want a conversation, not a sales pitch. However, one-size-fits-all PowerPoint presentations fail to engage. It is time to dump PowerPoint and engage your customers. Interactive 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 messag- ing 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. ValueStory evolves your PPTs into interactive customer-facing iPad Apps or online HTML5 applications for quick/ effective marketing tool development and interactive online presentations from Android devices and laptops/ PCs. 3 in customers have admitted to falling asleep during a PowerPoint sales pitch 1 - MarketingProfs
Transcript
The End of Death By PowerPointWhy ValueStory® Delivers where PowerPoint Fails
To effectively communicate the value of your solutions, you likely arm your Sales Reps with PowerPoint decks to help them present
challenges, solutions and benefits.Your customers don’t want PPTs; they want an engagement that is personalized and relevant. They seek
provocative, challenging and compelling insight to help them achieve a competitive advantage. They want a conversation, not a sales pitch. However, one-size-fits-all PowerPoint presentations fail to engage.
It is time to dump PowerPoint and engage your customers.
InteractiveAre 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 messag-ing 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.
ValueStory evolves your PPTs into interactive customer-facing iPad Apps or online HTML5 applications for quick/ effective marketing tool development and interactive online presentations from Android devices and laptops/ PCs.
3incustomers have admitted to falling asleep
during a PowerPoint sales pitch
1
- MarketingProfs
The End of Death By PowerPoint
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, quantify 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-linear fashion, providing shortcuts and jumps to just the right slide or
InsightsAble to deliver interactive surveys, assessments and calculators in your PPTs? ValueStory provides a catalogue of cool interactive content including customizable surveys, diagnostic assessments, cost calculators, benefit calculators, competitive comparisons, equivalency calculators and more – which can be built into your customized ValueStory template.
These interactive tools help Sales Reps collaborate with Prospects, to help identify and prioritize 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. This means benchmarks are being collected from each of
your sales rep engagements, and then used by the sales reps automatically in subsequent 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 stakeholders? ValueStory Delivers a PDF via email of the personalized engagement, so your champion can use the customized presentation and insights to up/cross deliver to other stakeholders.
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.
High Priority Incident Savings
Total high priority incidents per year
Average number of staff involved in incident investigation
Average MTTR per incident 12
75
25
Percent of MTTR doing investigation 80%
Total resolution hours per year 60,000(incidents people MTTR)
(hours)
Average fully burdened IT salary rate $75(per hour)
Total investigation time per year 30,240(hours investigation percent)
Total investigation costs 30,240(hours rate)
Annual Priority Incident Investigation Savings
Current Proposed
$500
$1,000
$1,500
$2,000
(tho
usan
ds)
Annual IncidentInvestigation Savings
Annual MTTRHours Saved
$1.5 40,344million
The End of Death By PowerPoint
IntelligenceDo you have a way to control the content that is being pre-sented, while at the same time balancing 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 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 understand what specific engagements, positioning, value messages and quantification is most/least effective.
ValueStory evolves customer engagements from boring PPT sales pitches to provocative value conversations. This can have a substantial tangible benefit to you – helping to earn earlier sales rep engagements, reduce
Schedule a DemoVisit alinean.com to learn more and schedule a demo
Download ValueStoryValueStory is available online as an HTML5 application, and as a native app through the Apple App Store.
Learn MoreVisit the Frugalnomics Survival Guide at alinean.com to learn more about value marketing & selling best practices.
Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of value messaging, interactive sales / marketing tools and sales training. Alinean-powered value storytelling, financial justification and ROI / TCO creates more compelling value-focused conversations and proposals — generating more demand, challenging the “do-nothing” buyer into action, 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, AT&T, BMC Software, ADP and SolidWorks.
