IDC | Alinean ValueExpert™ Business Value Sales Tool Education and Certification

The first and only Business Value Sales Tool course for IT Sales, Marketing and Consulting Executives. Learn how to produce credible ROI and TCO analysis

As more than 90% of buyers now require business case analysis for technology purchases, selling with ROI and business value significantly improves conversion rates and shortens sales cycles while establishing stronger client relationships with reduced exposure to discounts and greater up-sell & cross-sell opportunities. How do you get your team up to speed on the practices and tools needed to meet this challenge?

The ValueExpert™ Business Value Sales Tool course is  designed to teach sales professionals, consultants and channel partners about your customized value selling program and tools.

Led by ROI and TCO experts from IDC (the premier global market intelligence and advisory firm in the information technology and telecommunications industries) and Alinean (the leading developer of value selling methodologies and software tools to measure and quantify the value and return on investment from IT), the 8-hour training session features the ultimate expertise required for effective business value selling of IT solutions.

This Course is designed for:

• Sales professionals

• Consultants

• Product Marketers

• Competitive Intelligence Analysts

• Channel partners

Attendees will learn how to:

• Understand the opportunity, financial principals, and benefits of selling with ROI and business value

• Create credible, detailed ROI and TCO analysis of specific solutions

• Effectively engage C-Level executives

• Deploy an effective business value sales tool program using proven best practices

• Close more deals faster by effectively communicating the value in a "consultative sale"

• Learn how to use customized sales tools

• Learn how to best deliver customized business cases to frugal executives

The course curriculum will include instructor-led sessions, interactive case studies, and exercises that provide "hands-on" learning opportunities on the following topics:

• Why Selling with Business Value is important

• How to Identify Opportunities and Strategic Alignment

• Performing ROI and TCO Project Analysis

• Quantifying Costs and Benefits

• Building Credible Business Cases

• Creating and Presenting a Business Case

• Implementing an effective Business Value Sales Tool Program

• Certification Test and Awards 

Attendees will receive:

Certified ValueExpert™ (CVE) accreditation to enhance external credibility and validate their ability to produce credible business cases for prospects

Classes are filling up fast!

To receive the complete course outline, or reserve your space now

Call 407.382.0005 x332 or e-mail us at training@alinean.com