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.