Thursday, May 19, 2016

On-Demand Webinar - From an ROI Business Case to a Value-centric Case for Change

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional ROI Business Case - long a staple of value selling - may be losing its luster in driving sales success.
Why? The Traditional ROI Business Case is often too inside-out (vendor-centric), focused too much on the solution and what it can do. Most are overloaded with too many numbers that clients have difficulty connecting with.
Neuroscience has revealed just how important it is to not just quantify the value of your solution, but to spark attention, build trust and tell your value story.
In this on-demand recording, Tom Pisello, the ROI Guy and CEO / founder of value tool provider Alinean and Shimon Abouzaglo, Founder and President of the Value Selling & Realization Council revealed the latest research and specific techniques for moving from a traditional numbers centric ROI Business Case to a Value-centric Case for Change, and how this can boost forecasted win rates beyond 50%, increase deal size and accelerate sales cycles.
See the slide deck here:
http://www.slideshare.net/Alinean/webinar-from-an-roi-business-case-to-a-case-for-change-value-selling-best-practices

View a recording of the session here, including a live demo of a great example:
https://alinean.webex.com/alinean/lsr.php?RCID=57f44396c0864b078bcf6282b01a68f8



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