Thomas PiselloCEO & Founder
[email protected]@[email protected]
From Pitching Products to Selling Value
Jim NinivaggiPractice Director, Sales Enablement
Top Business Issue for Sales in 2015?
Enough Leads?
Social Selling Capability?
Sales Training?
Top Issue: Articulating Business Value
SiriusDecisions - 2014
Product Knowledge?
#1 Opportunity: Improving Value Articulation?
Traditional Sales & Marketing
Prospects
10%
Sellers focusedon value vs.
solution
60%
Buyers Disengaging due to lack of
Value(Qvidian)
Why is this still a major challenge?
Product as THE Differentiator? Embrace Change?
Sales Training?Methodology & Models?
How do we fix it?
Coaching
Methodology & Models /Training
Process
Framework
Skills
Style
Mechanics
Classroom Practice
CommercialInsights
ChallengesMessaging & Tools
Cost of Do Nothing
Value
Evidence
Recommendations
Advice
Confidence
Point of Engagement
Value Messaging Value Tools Value Training& Coaching
Reshaping the Conversation
ValueProduct
Productivity / ProcessImprovements
Revenue GrowthRisk Avoidance
StrategicTactical
Indirect
Direct
Cost Savings
+ +
ValueProduct
Value Messaging
CompanyProductFeaturesPrice
ChallengeLossOpportunitySolutionEvidence
Productivity / ProcessImprovements
Revenue GrowthRisk Avoidance
StrategicTactical
Indirect
DirectCost Savings
Challenge Centric Solution Focused
Value Selling Tools
Death by PowerPoint1/3rd would rather go to Dentist
Personalized to each selling situation
Agility
Emotional + Rational = Yes
FlexibilityIntelligent
Value Training & Coaching
CompetenceConfidenceCredibility
ContentConversationQuantification
Coaching
A lot of work?
Value Messaging Value Tools Value Training& Coaching
Productivity / ProcessImprovements
Revenue GrowthRisk Avoidance
StrategicTactical
Indirect
Direct
Cost Savings
+ +
Leadership & VisionGoals +WIFM
Diligence +Persistence
Thomas PiselloCEO & Founder
[email protected]@[email protected]
From Pitching Products to Selling Value
Jim NinivaggiPractice Director, Sales Enablement
