Need Insights for Provocative Selling? No Problem!
ValueStory automatically prompts for and collects insights from each sales conversation, then aggregates and applies these benchmark insights in subsequent sales conversations via interactive surveys, diagnostic assessments, investment mix assessments, cost calculators, and benefit calculators.
These interactive tools help convey insightful peer benchmarks and calculations that prospects cannot find anywhere else.
The opportunity is to leverage a new technology (ValueStory) to automatically collect, create and share valuable insights from the front line. Every day in sales conversations, sales reps are discussing what’s important to different prospects, and gathering some incredible insights, which if they could be collected and shared…. Some of these are:
- What are their priority issues and business drivers for considering a change?
- What are their current capabilities and maturities, particularly the areas where they need the most help?
- What are they spending on solutions today?
- What is “do nothing” costing them?
- What is the estimated value that could be derived if a change occurred?
- What are the risks and objections they have in moving forward?