Value Sales Tools
How do you get your sales reps to engage with buyers who are more focused than ever on value, and making purchase decisions by committee?
Leverage Alinean to create and deliver customized interactive Value Sales Tools for use by your inside sales groups, sales reps, channel partners and consultants to help you engage with value earlier, more provocatively and more effectively. Alinean Value Sales Tools are integrated within Salesforce Accounts and Opportunities to provide seamless access and collaboration as part of each sales motion and capture key metrics within each record (as well as being independently available for those partners or team members without Salesforce access).
Alinean Value Sales Tools activate more consultative prospect engagements to help evolve from product / service pitch to value, helping guide and implement different aspects of the journey including:
Check out our own example, the Alinean Discovery Tool
Discovery and Benchmarking
When you first engage, its important to understand the organization you are selling to with proper discovery. Get this right, and you can be assured of targeting the right strategic initiatives, challenges and priorities for your prospect. Your solution recommendations will be proper, proposals more provocative, and business cases more compelling.
If you are like most, your current Discovery is guided by Word documents or spreadsheets, however these are hit or miss, with significant inconsistencies in how discovery is performed (if at all), and the inability to centrally collect and save the collected data when it is completed.
With Alinean’s Discovery and Benchmarking applications, you can take your Discovery to the next level, with:
- An interactive application to guide the Discovery, hand-in-hand with the prospect
- Prompts to ask only the right questions, intelligently filtered and presented based on the buyer’s challenges and prior responses
- Value added benchmarks and insights, collected from all prior Discovery sessions and presented on each key question, to proprietary benchmarks and insights to compare current performance to peers and elevate sales reps to business consultants
- Launched from Salesforce.com , to prompt use in each Account and Opportunity
- Collaboration within Salesforce.com, to promote coaching and assure Discovery is being done properly on each forecasted account
- Key Discovery answers collected and efficiently saved within Salesforce.com (and shareable with other Alinean and selling applications)
- Generating a compelling Discovery and Benchmarking Report to share with the prospect, to confirm alignment and for the prospect to share with other key stakeholders.
Your prospects want help uncovering the opportunities they might be missing, or the challenges / issues they should be addressing as a priority.
Alinean Diagnostic Assessment tools can be used to compel executive engagements and interactively deliver a provocative and eye-opening assessment to each prospect:
- Assessing buyer challenges and goals
- Scoring current capability and maturity
- Comparing responses and scores versus peer benchmarks (collected from each prior engagement)
- Uncovering unmet needs and helping to guide priorities
- Intelligently recommending the right solutions based on assessed needs
- Integration within Salesforce.com for promotion and tracking of assessments for Accounts and Opportunities, and centralization / sharing of key opportunity data
- Generating a compelling assessment report, which can be shared by the prospect with other key stakeholders.
Value Storytelling and Business Value Assessments
Earlier in the sales process, these Alinean Sales Tools are used to guide prospect engagements with customized value storytelling and business value analysis, including:
- Profiling customer opportunities.
- Delivering compelling and most relevant industry insights, to educate prospects about the opportunity.
- Quantifying “do nothing” costs.
- Recommending the right solution, highlight differentiating value and compare / contrast with the status quo.
- Quantifying your business value, TCO advantages and ROI (if investment is specified).
- Delivering the most relevant success stories for proof points and credibility.
- Creating turnkey value story proposals and presentations which the prospect can share with other key stakeholders to motivate decision making
- Integration with Salesforce.com to promote value in the sales workflow and for better tracking / outcome analysis.
ROI / TCO Analysis
Converting traditional spreadsheet-based ROI / TCO into easier to use, more compelling, credible and secure interactive online ROI / TCO Analysis tools.
Alinean customized ROI / TCO Analysis tools create a better user experience and access to achieve (and track) greater user adoption. Every interaction is captured in a database to gain insights into customer needs and expected results.
Integration of the Alinean ROI / TCO Analysis Tools with Salesforce.com promotes use in every Account and Opportunity, with data capture and tracking to prove the use of ROI moves the needle.
Alinean research and third party validation improve credibility of results with skeptical prospects (especially compared to home-grown tools).
And best, personalized customer presentations and business case financial justification / ROI proposals are turnkey generated from each engagement. These are easily shared by prospects with other key stakeholders to motivate decisions, and to executives for quicker financial approval.
Realized ROI Tools
Measuring not just the expected ROI, but the ROI actually realized after deployment is key to perform for prospects, especially for Customer Success Officers and organizations.
Alinean customized Realized ROI Tools provide you with the ability for your consultants / customer success managers to more quickly and easily measure and track actual performance comparisons to predictions, and automatically generate customer-ready Realized ROI reports and presentations.
These Realized ROI reports can be used by prospects to share with other executive stakeholders and decision makers, to justify renewals and additional proposed projects.
And the use of the tools is promoted and can be tracked within Salesforce.com helping to assure the right process and data collection / reporting on each renewal or up/cross sell to existing accounts.
Integrate within Salesforce
Integration with the optional Alinean Value Cloud™ Salesforce managed package, providing:
- Direct authentication and access to the Value Sales Tools from within Salesforce placing the Tools directly into the sales workflow
- Link to each customized analyses and reports within the Account and Opportunity views
- Customized data sharing with Salesforce, where the administrator can automatically import, save and leverage any Discovery or Result metric
- Enables integration and data sharing with other Alinean Value Sales tools and other applications
- Prove the move-the-needle impact of your Value Sales Tool initiatives
The Alinean Difference
- Not your fathers’ ROI / TCO tools.
- Exceptional user experience (HTML 5) including interactive infographics, sliders, value storytelling, animations, graphs / charts, branding and more (not a fixed storyboard).
- Responsive design for use from PCs, tablets and phones.
- Secure access to only authorized users (including authentication via your Salesforce / SSO authentication).
- Delivered via the cloud, with an easy to install link on your sales and channel portals / CRM.
- Integration with other applications via data-in / out posts and web services.
- Word “forms” document / spreadsheet import / export.
- Integration with CRM (Salesforce.com)
- Dynamically customized discovery questions, assessment and analysis results based on interactive answers and personalization.
- Quick development, from spreadsheet model to online tool in days (without reprogramming business logic).
- Individually customized Word/ PPT download reports including infographics, visuals, storytelling, tables, graphs / charts and branding.
- Support for international selling including currency support for over 100 different currencies, international metrics research / database and optional translation services.
- Easy / secure access / retrieval to prior analysis by authorized sales reps, consultants and partners.
- Responsive design for use on PCs, tablets and smart phones.
- Industry experts in business value communication and quantification to help refine your differentiated value messaging (using Alinean’s CLOSE methodology) and develop unique calculations, assessments, and storytelling.
- Helps codify, deploy and scale your new sales methodology including Challenger, Solution / Spin Selling, MEDDIC and more.
- Integrated benchmarks and insights (collected, aggregated and leveraged from each prior analysis)
- 3rd party validated research, financial metrics and justification models (vs. inhouse developed with less inherent credibility to prospects).
- Customer intelligence database, storing every analysis and providing easy / secure access / retrieval to prior analysis by authorized sales reps, consultants and partners.
- Usage reporting to track and drive adoption.
- Customer intelligence reports to mine all discovery, assessment and value input and results from client engagements.
- Collects key discovery and results metrics into Salesforce.com for use in outcome analysis reports or other applications.
- Quarterly Customer Success Workshops to help measure and drive on predicted lead performance and sales outcomes.
Alinean Value Sales Tools are proven to deliver a:
3x improvement in sales rep adoption (compared to purely financial ROI tools) (IDC)
40% improvement in competitive win rates (CSO Insights)
30% reduction in “no decisions” (CSO Insights)
30% sales cycle acceleration (IDC)
20% reduction in discounting (IDC)
46% improvement in sales reps meeting / beating quota (CSO Insights)
13% increase in annual sales plan attainment (CSO Insights)