Improving sales force effectiveness in this “Do More with Less” economy requires modern skills with interactive selling tools
Alinean, empowering B2B sales and marketing to better communicate and quantify the value of solutions to frugal buyers, and Richardson, a leading global sales training and sales strategy execution firm, today announced a partnership to improve sales force effectiveness, creating an integrated offering of Richardson’s sales methodology and skills training with Alinean’s ValueStory™ interactive tablet-based selling tools.
According to research by SiriusDecisions, “the number one issue preventing sales quota achievement remains the inability for sales to deliver value messages” says Jim Ninivaggi, Sales Enablement Service Director for analyst firm SiriusDecisions. “The ability to ask the right questions, understand and create buyer needs, and link those needs to the value your solutions provide are still very relevant today. Using tablet-based solutions that can enhance and guide those conversations, including the ability to provide hard dollar justification, enhances and elevates those conversations.”
For its’ existing customers and new prospects, Richardson will integrate customized sales methodologies and value messaging into Alinean’s ValueStory-guided value-selling tool, helping to dramatically improve the adoption and enablement of new selling capabilities, driving more interactive, data-driven, provocative and value-driven customer engagements.
“To reinforce Richardson’s sales methodology and skills training, Alinean’s ValueStory guides sales reps to deliver the right value storytelling, provocative insights, and financial justification for every selling situation, “ says Dario Priolo, Chief Strategy Officer for Richardson, “This helps our clients reinforce the sales methodology, messaging, and skills needed to drive sales success, and understand what is being delivered in each engagement, tracking success and adoption, so critical to coaching and evolution.”
At the same time, Alinean will offer its customers Richardson’s sales and tool training, helping to drive better adoption of Alinean’s ValueStory™ sales tool, improving the competence and credibility of using the tools to prevent stalls, accelerate sales cycles, and improve sales force effectiveness.
“Just like a golfer with a new set of clubs, new tools can help improve performance, but combine the tools with the right methodology, skills training, and coaching delivers the most success.” Says Tom Pisello, CEO and founder of Alinean. “Our partnership with Richardson provides our customers with the perfect combination of methodology, tools, and sales training so crucial to achieving selling success.”
In combination, the program includes sales methodology and value-message consulting services, tool customization, SaaS licensing and skills training.
Please contact Jim Brodo, SVP Marketing of Richardson for additional information.
Richardson is a global sales training and performance improvement company that helps leading organizations drive sales results. We do this in three ways. We analyze the structure and talent of your sales force, we train and develop your sales team, and we continue that development through coaching and reinforcement. We equip your sales leaders and sales force with the skills and strategies they need to win in today’s complex selling environment. What is unique about Richardson is how we create truly-customized solutions that change behavior and provide measurable results.
Alinean empowers B2B vendors to Fight Frugalnomics and sell to today’s economic-focused buyer via the development and delivery of interactive value selling and marketing tools. Alinean-powered interactive white papers, benefit estimators, ROI / TCO calculators and ValueStory™ iPad App create more compelling value-based connections, presentations and proposals — generating more demand, challenging the “do-nothing” buyer into action, accelerating sales cycles and increasing deal size.
Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, Siemens, NetApp, Citrix, Cisco and SolidWorks.
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