DecisionLink Debuts ValueCloud for Sales at Dreamforce

Leading Customer Value Management (CVM) platform – ValueCloud® now offers self-service UX/UI for sales – ValueCloud for Sales

Dreamforce, DecisionLink debuts the new ValueCloud for Sales solution. Now part of DecisionLink’s ValueCloud portfolio, this solution specifically provides salespeople with a self-service User Experience/User Interface (UX/UI) that guides them through the development of Value Hypotheses to assist in early stage conversations with clients, and/or the development of business cases, further down the funnel to close opportunities. These assets empower salespeople with value-selling capabilities at scale; providing sales with a consistent way to elevate conversations from price to value, differentiate themselves and improve win rates overall. The ValueCloud for Sales® also helps Chief Sales Officers create consistency and quota achievers across the board.

Tamara Schenk, research director CSO Insights (Miller Heiman Group, now KornFerry), says, “Everybody knows the benefits of value selling, like reduced discounts, accelerated deal velocity, increased deal sizes, higher close rates, reduced churn, improved competitive win rates, and increased profitable growth. And everybody knows Value Professionals are worth their weight in gold, developing detailed business cases that compel buyers to invest. Now, the question facing Chief Sales Officers is not ‘do we do value selling,’ but ‘how do we scale the practice across the entire sales team, regardless of segment or channel, in a digestible, fast and easy way?’”

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“Scaling with quality and precision is key, and that’s what customers achieve with ValueCloud®,” states DecisionLink CEO, Jim Berryhill. “Scaling value management smooths out, or eliminates, the ‘long-tail’ in sales teams. Your top 15-20% of reps are already selling value, the rest, the ‘long-tail,’ struggle. Imagine lifting their performance a few notches. That is one of many benefits from implementing an optimum Customer Value Management (CVM) platform like ValueCloud®. It moves the needle on sales effectiveness and productivity with immediate benefits! And we do it with software, not services or expensive consulting.”

“ValueCloud® for Sales is a breakthrough technology, with it, DocuSign sales professionals can create a compelling and personalized value hypothesis for any account in minutes,” says Ran Haimoff, Director of Strategic Sales Programs. “This is a core competency for high-performance go-to-market. ValueCloud® for Sales is the logical evolution of CRM, taking it from a system of record to a system that helps customers understand the value they can expect.”

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John Porter, DecisionLink’s CTO, said, “We’re proud to unveil and demonstrate ValueCloud® for Sales at Dreamforce, showing Chief Sales Officers how every sales rep can take a value hypothesis into every meeting as easily as pulling a customer case study off a website. If you know the industry, number of employees, and value proposition, ValueCloud for Sales will guide you through the rest. And it’s that easy, because we baked financial acumen into the interface, such that the salesperson, with a customer, if present, can take a guided tour of key financial tenets like ROI, Payback Period, NPV, and cost of delay.”

John added, “As the leading SaaS player in the value space, we take an active role in growing and facilitating the value management community, not just by delivering solutions. That’s why our Senior Director of Customer Engagement, Kristina Cutter, with years of experience implementing and scaling customer value management at Amadeus, will participate in “Meeting of the Minds” at Dreamforce. The summit will bring value managers together and ensure the scaling conversation starts. And I will be demonstrating the new solution at the event as well.”

Gerry Murray, IDC’s Research Director of Marketing and Sales Technology, notes, “DecisionLink has created a SaaS platform to scale and automate the delivery of data needed to support value-based discussions with senior decision makers. Having an economic framework supported by real world data is a huge confidence builder for buyers and the best way for salespeople to establish a trusted advisor role.”

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