CHELMSFORD, Mass. & ORLANDO, Fla.--(BUSINESS WIRE)--Qvidian, the innovator in sales execution solutions, and Alinean, the leading creator of interactive B2B value selling and marketing tools, today announced their strategic partnership to help companies overcome the sales challenges of better communicating value during the selling process in order to accelerate their revenue growth.
According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. Unfortunately, only 1 in 10 sales reps have made the transition from pitching products to engaging prospects with value according to Forrester Research, and 60 percent of buyers disengage with sales because reps do not communicate compelling value according to Qvidian’s recent Sales Execution Trends report. In an environment where leaders want to drive profitable revenue growth, increase win rates, and improve overall quota attainment, organizations are struggling to close this important sales execution gap and achieve their goals.
“In our research, when we asked sales executives to share their top sales challenge, 71% of sales executives indicated it was their reps 'inability to effectively articulate value'," said Jim Ninivaggi, Service Director, Sales Enablement Strategies SiriusDecisions. “Ensuring salespeople have the right knowledge, skills and tools to maximize every buyer interaction is the heart of sales enablement. Combining Alinean's value actualization offerings with Qvidian's playbook capabilities can provide sales organizations an effective sales enablement solution to help address that top challenge.”
“This partnership joins two integral components for sales leaders – a dynamic guided selling system to drive successful sales behavior and captivating tools to better present value,” stated Qvidian President and CEO, Lewis Miller. “This is a game changer for organizations seeking to help transform their sales teams and make them more agile and efficient in an ever changing selling environment.”
Qvidian provides sales execution solutions, including a cloud-based guided selling system and a personalized content engine, designed to help sales organizations succeed faster by ramping new sales reps faster, helping sales teams exceed quotas, and increasing overall sales efficiency. Alinean helps sales teams communicate value to today’s more informed, skeptical, and frugal buyer through effective value messaging and interactive online and mobile sales tools.
“Sales leaders know there is a value communication gap between buyer expectations and current sales capabilities, but continue to provide the same content, tools and support while expecting different results,” stated Tom Pisello, CEO and founder of Alinean. “This partnership will provide sales teams with the real-time guidance needed to have more provocative value-focused conversations, improve selling effectiveness and achieve revenue growth goals.”
Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value marketing and selling tools. Alinean-powered value storytelling, financial justification and ROI / TCO tools create more compelling value-focused conversations and proposals — generating more demand, challenging the “do-nothing” buyer into action, accelerating sales cycles, increasing deal size and improving competitive win rates. Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, ADP and SolidWorks.
Qvidian provides cloud-based sales execution solutions that enable companies to accelerate sales ramp up time, capture new business, and optimize sales performance by closing the gap between strategy and sales execution. The company’s innovative software and advisory services offer real-time insight to ensure sales teams do what’s needed to win, by driving repeatable methodologies and making the sales organization more agile. With over 1,200 global customers including Dell (NASDAQ:DELL), Citi (NYSE:C), ADP (NASDAQ:ADP), CA (NASDAQ:CA), and Splunk (NASDAQ:SPLK), Qvidian is helping organizations significantly increase their profitable revenues while eliminating waste and reducing costs. For more information, visit www.qvidian.com or call 1-800-272-0047 or +44 (0) 870-734-7778.
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