|By PR Newswire||
|March 5, 2014 10:01 AM EST||
ORLANDO, Fla., March 5, 2014 /PRNewswire/ -- Alinean, empowering B2B sales and marketing to better communicate and quantify the value of their solutions to today's more frugal buyer, today announces an upgrade to ValueStory, the first guided value-selling app.
B2B sales reps leverage the ValueStory app as a replacement for traditional one-way presentations, helping to fuel more relevant, effective, value-focused customer conversations that engage today's tougher B2B buyers. ValueStory does this by helping reps prepare for and deliver provocative insights, interactive financial justification / ROI / TCO calculators and storytelling that connects the value of their solutions to the unique challenges of their buyers.
The latest ValueStory upgrade includes:
- Increased Personalization - to precisely tune value messaging, storytelling and quantification based on a prospect's answers to surveys, assessments and discovery questions as well as company profile (industry, location and size).
- More Tailoring – to create customized conversation elements, including collaboration with prospect's using dynamic whiteboards.
- Improved Branding – to deliver more branded leave-behind reports for customers, used for sharing the customized conversation content with prospects at the end of meetings and with other decision makers in the organization.
- Enhanced Customer Intelligence – additional usage reports to better track adoption and demographics on customer conversations by Industry, Location, Size and Challenges.
"The number one reason sales reps fail to make quota is not the lack of leads, training or product knowledge, but an inability to effectively communicate the value of their solutions to prospects," says Jim Ninivaggi, Service Director for Sales Enablement at SiriusDecisions. "ValueStory effectively helps overcome this top issue by guiding sales reps to have better value-focused customer conversations."
ValueStory has been proven to help sales reps ignite buying decisions, engage earlier and higher, accelerate decision cycles, reduce discounting and improve competitive advantages.
"Prospects now require sales reps to prove the value of proposed solutions, yet less than one in ten are effective at this today," says Tom Pisello, CEO and founder of Alinean. "ValueStory evolves sales reps from 'Death by PowerPoint' product-focused presentations to orchestrate more effective value conversations and deliver credible financial justification proof points."
Click here to download the ValueStory iPad App version including free ROI Calculators.
Alinean empowers B2B vendors to better connect, engage and sell to today's economic-focused buyer via the development and delivery of interactive value marketing and selling tools. Alinean-powered value storytelling, financial justification and ROI / TCO solutions create more compelling value-based conversations and proposals — generating more demand, igniting buying decisions, 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.