Growing Revenue via Value Marketing and Selling Delivering value to every customer conversation™ There is a widening divide between your Prospects and the effectiveness of a traditional sales and marketing approach. On one side we have one-size-fits-all white papers and Death by PowerPoint product pitches, while on the other, we have more empowered, skeptical and frugal buyers, who want to clearly understand the unique value you deliver. Research clearly shows that vendors are not perceived as value-focused enough (only 1 in 10), and as a result, 60% of buyers indicate that they disengage due to this lack of value-focus by vendors. The Value Gap has a serious impact on revenue, with SiriusDecisions indicating that the #1 issue preventing achievement of revenue goals is the “inability for vendors to clearly articulate the value of their solutions to prospects”. Your Prospect wants help in making better decisions: Ideas – Early, your Prospect needs advice on which challenges should be addressed. You can help “Quantify the Pain” – com- municating and calculating the cost of “Do Nothing”. Exploration and Evaluation – Your Prospect is wondering - of all the priorities, why is this potential solution so important to address now? You must provide the value messaging, visual storytelling and financial justification to “Justify the Gain”. Selection – Finally, it is essential to differentiate your solution. You must show it is the superior choice, with lower total costs (TCO), fewer risks and better value than the competition, to “Prove You are Not the Same”. If you are like most, you have already invested in traditional one-size-fits-all white papers, “Death by PowerPoint” presentations, or spreadsheet-based ROI / TCO tools – but these are usually not personalized and interactive enough to effectively communicate and quantify your unique value. Products! Ftus! Pri! Wt’s the value for us? Typical Sales a Mketg Your Prospects