SlideShare ist ein Scribd-Unternehmen logo
1 von 12
Downloaden Sie, um offline zu lesen
#SalesSummit | @iannarino
#SalesSummit | @iannarino
Capturing Value
How to Win More Deals, Increase
Wallet Share, and Improve Margins by
Leading Value
#SalesSummit | @iannarino
Margin Pressure
#SalesSummit | @iannarino
The Way Forward
#SalesSummit | @iannarino
L1: Product L2: Experience L3: Business
Outcomes
L4: Strategic
Partner
• Good Product or
Service
• Undifferentiated
• Doesn’t generate
loyalty
• Commoditized
• Outstanding service
and support
• Not enough for B2B
• Isn’t proactive in solving
business problems
• All prior attributes
• Solves business
problems
• Tangible results
• Prone to loss through
dissatisfaction
• Commoditized
• All prior attributes
• Strategic outcomes
• Envision and create the
future
• Integrated
• Proactive
• Difficult to create and
maintain
+
_
+
_
+
_
+
_
Level 4 Value Creation™
#SalesSummit | @iannarino
Create a Culture of Value
#SalesSummit | @iannarino
Culture Rules
• Hungry, not desperate
• Value before price
• Enforce your business strategy
#SalesSummit | @iannarino
Train Value Creators
#SalesSummit | @iannarino
Training Rules
• Train:
– Business acumen, situational knowledge, value
creation
– Provide experiences and time to develop
• Coach:
– Identification of needs, call prep, and opportunity
prep
#SalesSummit | @iannarino
Enforce a Value Creating Process
Building or
Capturing
Dissatisfaction
Helping
Discover or
Collaborate
around Needs
Building
Consensus
Around Needs
Prospect
Purchasing
Evaluates
Options
Resolution of
Concerns
Eliminating an
Evaluation of
Options
Prospect is
Dissatisfied
Prospect
Determines
Their Needs
Prospect
Purchasing
Resolves
Concerns
2. Opportunity for Value Creation and Capture
1. No Opportunity for Value Creation
Prospect
Purchasing
Enters
Sales
Organization
Enters
Process
#SalesSummit | @iannarino
Transactional
Playing Too Low Avoiding Difficult
Conversations
Not Pricing Based on
Value
Not Taking Initiative
Using Wrong Medium Skipping Stages in Sales
Process
Putting Pricing First
(Emailing)
#SalesSummit | @iannarino © 2013. S. Anthony Iannarino. All Rights Reserved.
Email: anthony@b2bsalescoach.com
Web: www.thesalesblog.com

Weitere ähnliche Inhalte

Was ist angesagt?

How to sell anything (product camp 18)
How to sell anything (product camp 18)How to sell anything (product camp 18)
How to sell anything (product camp 18)Jeffrey Fry
 
10+ Ways Non Profits and Business can Partner
10+ Ways Non Profits and Business can Partner10+ Ways Non Profits and Business can Partner
10+ Ways Non Profits and Business can PartnerBrighton West
 
Creating A Marketing Foundation
Creating A Marketing FoundationCreating A Marketing Foundation
Creating A Marketing FoundationRebar
 
The Importance of a Powerful Sales Strategy for a Startup
The Importance of a Powerful Sales Strategy for a StartupThe Importance of a Powerful Sales Strategy for a Startup
The Importance of a Powerful Sales Strategy for a StartupSteven Tulman
 
Creating loyal customers: lessons from the pet world
Creating loyal customers: lessons from the pet worldCreating loyal customers: lessons from the pet world
Creating loyal customers: lessons from the pet worldAdestra
 
Excellence recruiting presentation
Excellence recruiting presentationExcellence recruiting presentation
Excellence recruiting presentationCarlos_Brizuela
 
How to get the listing
How to get the listingHow to get the listing
How to get the listingArt Caccese
 
The Landscape of Marketing and Sales is Constantly Changing
The Landscape of Marketing and Sales is Constantly ChangingThe Landscape of Marketing and Sales is Constantly Changing
The Landscape of Marketing and Sales is Constantly ChangingMatthew Albert
 
Tom Hootman's Level Up Presentation
Tom Hootman's Level Up PresentationTom Hootman's Level Up Presentation
Tom Hootman's Level Up PresentationDimension Mill
 
B2B Marketing Agency: Customer & Partner Specific
B2B Marketing Agency: Customer & Partner SpecificB2B Marketing Agency: Customer & Partner Specific
B2B Marketing Agency: Customer & Partner SpecificBigFoot ABM
 
Phil Kretchmars Listing Presentation
Phil Kretchmars Listing PresentationPhil Kretchmars Listing Presentation
Phil Kretchmars Listing Presentationpkretchmar
 
Listing Presentation
Listing PresentationListing Presentation
Listing Presentationwhittumjd
 

Was ist angesagt? (14)

How to sell anything (product camp 18)
How to sell anything (product camp 18)How to sell anything (product camp 18)
How to sell anything (product camp 18)
 
10+ Ways Non Profits and Business can Partner
10+ Ways Non Profits and Business can Partner10+ Ways Non Profits and Business can Partner
10+ Ways Non Profits and Business can Partner
 
Creating A Marketing Foundation
Creating A Marketing FoundationCreating A Marketing Foundation
Creating A Marketing Foundation
 
The Importance of a Powerful Sales Strategy for a Startup
The Importance of a Powerful Sales Strategy for a StartupThe Importance of a Powerful Sales Strategy for a Startup
The Importance of a Powerful Sales Strategy for a Startup
 
Creating loyal customers: lessons from the pet world
Creating loyal customers: lessons from the pet worldCreating loyal customers: lessons from the pet world
Creating loyal customers: lessons from the pet world
 
Excellence recruiting presentation
Excellence recruiting presentationExcellence recruiting presentation
Excellence recruiting presentation
 
How to get the listing
How to get the listingHow to get the listing
How to get the listing
 
The Landscape of Marketing and Sales is Constantly Changing
The Landscape of Marketing and Sales is Constantly ChangingThe Landscape of Marketing and Sales is Constantly Changing
The Landscape of Marketing and Sales is Constantly Changing
 
Tom Hootman's Level Up Presentation
Tom Hootman's Level Up PresentationTom Hootman's Level Up Presentation
Tom Hootman's Level Up Presentation
 
20 quotes
20 quotes20 quotes
20 quotes
 
B2B Marketing Agency: Customer & Partner Specific
B2B Marketing Agency: Customer & Partner SpecificB2B Marketing Agency: Customer & Partner Specific
B2B Marketing Agency: Customer & Partner Specific
 
Phil Kretchmars Listing Presentation
Phil Kretchmars Listing PresentationPhil Kretchmars Listing Presentation
Phil Kretchmars Listing Presentation
 
Marketing 201: Marketing in a Down Economy
Marketing 201: Marketing in a Down EconomyMarketing 201: Marketing in a Down Economy
Marketing 201: Marketing in a Down Economy
 
Listing Presentation
Listing PresentationListing Presentation
Listing Presentation
 

Ähnlich wie Anthony Iannarino - Value Creation: How to Win More Deals, Increase Wallet Share, and Improve Margins by Leading Value

The Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedThe Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedAffiliate Summit
 
Sriracha for your ABM: 5 Ways to Spice Up Your Account-Based Initiatives and...
Sriracha for your ABM:  5 Ways to Spice Up Your Account-Based Initiatives and...Sriracha for your ABM:  5 Ways to Spice Up Your Account-Based Initiatives and...
Sriracha for your ABM: 5 Ways to Spice Up Your Account-Based Initiatives and...Engagio
 
Digital Marketing for Professionals - Influential Digital
Digital Marketing for Professionals - Influential DigitalDigital Marketing for Professionals - Influential Digital
Digital Marketing for Professionals - Influential DigitalDallas McMillan
 
Personas and Content Marketing
Personas and Content MarketingPersonas and Content Marketing
Personas and Content MarketingMarketo
 
5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google
5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google
5 Steps to Lifecycle Marketing Success - Menaka Shroff, GoogleTraction Conf
 
Social Selling Driving Renaissance In Relationships
Social Selling Driving Renaissance In RelationshipsSocial Selling Driving Renaissance In Relationships
Social Selling Driving Renaissance In RelationshipsJon Ferrara
 
B2B Social Strategies That Work: Joe' & Jaime SCMP
B2B Social Strategies That Work: Joe' & Jaime SCMPB2B Social Strategies That Work: Joe' & Jaime SCMP
B2B Social Strategies That Work: Joe' & Jaime SCMPPDSnyder
 
Marketing the value of your service desk, Simone Jo Moore
Marketing the value of your service desk, Simone Jo MooreMarketing the value of your service desk, Simone Jo Moore
Marketing the value of your service desk, Simone Jo MooreSITS - The ITSM Show
 
Exceed Your Revenue Goals with Account Based Marketing | Engagio
Exceed Your Revenue Goals with Account Based Marketing  |  EngagioExceed Your Revenue Goals with Account Based Marketing  |  Engagio
Exceed Your Revenue Goals with Account Based Marketing | EngagioEngagio
 
Mistletoe digital brandstories_show
Mistletoe digital brandstories_showMistletoe digital brandstories_show
Mistletoe digital brandstories_showLatika Manaktala
 
Mistletoe digital brandstories_show
Mistletoe digital brandstories_showMistletoe digital brandstories_show
Mistletoe digital brandstories_showLatika Manaktala
 
Mistletoe Digital Marketing Agency
Mistletoe Digital Marketing AgencyMistletoe Digital Marketing Agency
Mistletoe Digital Marketing AgencyLatika Manaktala
 
Using Metrics to Prove Social Media ROI Success
Using Metrics to Prove Social Media ROI SuccessUsing Metrics to Prove Social Media ROI Success
Using Metrics to Prove Social Media ROI Successcathylums
 
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...ProductNation/iSPIRT
 
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...Justin Fishaw
 
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...DigitalSherpa
 

Ähnlich wie Anthony Iannarino - Value Creation: How to Win More Deals, Increase Wallet Share, and Improve Margins by Leading Value (20)

The Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedThe Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths Debunked
 
B2B Sales Strategy for Startups
B2B Sales Strategy for StartupsB2B Sales Strategy for Startups
B2B Sales Strategy for Startups
 
Lean entrepreneur
Lean entrepreneurLean entrepreneur
Lean entrepreneur
 
Sriracha for your ABM: 5 Ways to Spice Up Your Account-Based Initiatives and...
Sriracha for your ABM:  5 Ways to Spice Up Your Account-Based Initiatives and...Sriracha for your ABM:  5 Ways to Spice Up Your Account-Based Initiatives and...
Sriracha for your ABM: 5 Ways to Spice Up Your Account-Based Initiatives and...
 
Digital Marketing for Professionals - Influential Digital
Digital Marketing for Professionals - Influential DigitalDigital Marketing for Professionals - Influential Digital
Digital Marketing for Professionals - Influential Digital
 
Personas and Content Marketing
Personas and Content MarketingPersonas and Content Marketing
Personas and Content Marketing
 
BMN Sales 2013_myynnin kasvattaminen
BMN Sales 2013_myynnin kasvattaminenBMN Sales 2013_myynnin kasvattaminen
BMN Sales 2013_myynnin kasvattaminen
 
5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google
5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google
5 Steps to Lifecycle Marketing Success - Menaka Shroff, Google
 
Social Selling Driving Renaissance In Relationships
Social Selling Driving Renaissance In RelationshipsSocial Selling Driving Renaissance In Relationships
Social Selling Driving Renaissance In Relationships
 
B2B Social Strategies That Work: Joe' & Jaime SCMP
B2B Social Strategies That Work: Joe' & Jaime SCMPB2B Social Strategies That Work: Joe' & Jaime SCMP
B2B Social Strategies That Work: Joe' & Jaime SCMP
 
Marketing the value of your service desk, Simone Jo Moore
Marketing the value of your service desk, Simone Jo MooreMarketing the value of your service desk, Simone Jo Moore
Marketing the value of your service desk, Simone Jo Moore
 
Exceed Your Revenue Goals with Account Based Marketing | Engagio
Exceed Your Revenue Goals with Account Based Marketing  |  EngagioExceed Your Revenue Goals with Account Based Marketing  |  Engagio
Exceed Your Revenue Goals with Account Based Marketing | Engagio
 
Mistletoe digital brandstories_show
Mistletoe digital brandstories_showMistletoe digital brandstories_show
Mistletoe digital brandstories_show
 
Mistletoe digital brandstories_show
Mistletoe digital brandstories_showMistletoe digital brandstories_show
Mistletoe digital brandstories_show
 
Mistletoe Digital Marketing Agency
Mistletoe Digital Marketing AgencyMistletoe Digital Marketing Agency
Mistletoe Digital Marketing Agency
 
Using Metrics to Prove Social Media ROI Success
Using Metrics to Prove Social Media ROI SuccessUsing Metrics to Prove Social Media ROI Success
Using Metrics to Prove Social Media ROI Success
 
Vm sales audit
Vm sales auditVm sales audit
Vm sales audit
 
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
Global lean sales presentation at #PNCamp by Pallav Nadhani, Founder, FusionC...
 
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
 
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
DigitalSherpa's Marketing AMA (Ask me anything!) hosted by Justin Fishaw & Sa...
 

Mehr von InsideSales.com

7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
 
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASLEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
 
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerAre You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerInsideSales.com
 
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...InsideSales.com
 
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadHow High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
 
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar SlidesInsideSales.com
 
The High Velocity Inside Sales Model
The High Velocity Inside Sales ModelThe High Velocity Inside Sales Model
The High Velocity Inside Sales ModelInsideSales.com
 
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackCold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
 
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
 
12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpiInsideSales.com
 
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsCold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
 
Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015InsideSales.com
 
Applying Predictive Sciences To Sales
Applying Predictive Sciences To SalesApplying Predictive Sciences To Sales
Applying Predictive Sciences To SalesInsideSales.com
 
Big business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesBig business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesInsideSales.com
 
How to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowHow to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowInsideSales.com
 
31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken KrogueInsideSales.com
 
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...InsideSales.com
 

Mehr von InsideSales.com (20)

7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
 
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASLEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
 
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerAre You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
 
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
 
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadHow High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
 
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides
 
The High Velocity Inside Sales Model
The High Velocity Inside Sales ModelThe High Velocity Inside Sales Model
The High Velocity Inside Sales Model
 
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackCold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
 
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
 
12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi
 
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsCold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
 
Sales in the cloud
Sales in the cloudSales in the cloud
Sales in the cloud
 
Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015
 
Applying Predictive Sciences To Sales
Applying Predictive Sciences To SalesApplying Predictive Sciences To Sales
Applying Predictive Sciences To Sales
 
Big business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesBig business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of Sales
 
How to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowHow to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right Now
 
31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue
 
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
 

Kürzlich hochgeladen

Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 

Kürzlich hochgeladen (20)

Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 

Anthony Iannarino - Value Creation: How to Win More Deals, Increase Wallet Share, and Improve Margins by Leading Value

  • 2. #SalesSummit | @iannarino Capturing Value How to Win More Deals, Increase Wallet Share, and Improve Margins by Leading Value
  • 5. #SalesSummit | @iannarino L1: Product L2: Experience L3: Business Outcomes L4: Strategic Partner • Good Product or Service • Undifferentiated • Doesn’t generate loyalty • Commoditized • Outstanding service and support • Not enough for B2B • Isn’t proactive in solving business problems • All prior attributes • Solves business problems • Tangible results • Prone to loss through dissatisfaction • Commoditized • All prior attributes • Strategic outcomes • Envision and create the future • Integrated • Proactive • Difficult to create and maintain + _ + _ + _ + _ Level 4 Value Creation™
  • 6. #SalesSummit | @iannarino Create a Culture of Value
  • 7. #SalesSummit | @iannarino Culture Rules • Hungry, not desperate • Value before price • Enforce your business strategy
  • 9. #SalesSummit | @iannarino Training Rules • Train: – Business acumen, situational knowledge, value creation – Provide experiences and time to develop • Coach: – Identification of needs, call prep, and opportunity prep
  • 10. #SalesSummit | @iannarino Enforce a Value Creating Process Building or Capturing Dissatisfaction Helping Discover or Collaborate around Needs Building Consensus Around Needs Prospect Purchasing Evaluates Options Resolution of Concerns Eliminating an Evaluation of Options Prospect is Dissatisfied Prospect Determines Their Needs Prospect Purchasing Resolves Concerns 2. Opportunity for Value Creation and Capture 1. No Opportunity for Value Creation Prospect Purchasing Enters Sales Organization Enters Process
  • 11. #SalesSummit | @iannarino Transactional Playing Too Low Avoiding Difficult Conversations Not Pricing Based on Value Not Taking Initiative Using Wrong Medium Skipping Stages in Sales Process Putting Pricing First (Emailing)
  • 12. #SalesSummit | @iannarino © 2013. S. Anthony Iannarino. All Rights Reserved. Email: anthony@b2bsalescoach.com Web: www.thesalesblog.com