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Be a challenger to achieve sales success in 2012
 

Be a challenger to achieve sales success in 2012

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Relationship centric sales professionals have been the gold-standard for sales success, but research now shows that there is a disadvantage to this type of sales approach, and your traditional ...

Relationship centric sales professionals have been the gold-standard for sales success, but research now shows that there is a disadvantage to this type of sales approach, and your traditional product/solution presentations don’t have what it takes to drive deals in 2012.

Your customers have clearly changed, but likely, your sales teams have not kept pace.

As a result, up to 60% of your deals are not being lost to the competition, but are stalled by buyers who choose to do nothing and remain buried in the status quo. Millions of dollars in revenue are at stake, however if you’re able to thaw the status-quo for just a fraction of the stalled opportunities, you can capture that revenue.

This webinar by FutureCurve's, Cindy Barnes and Tom Pisello, the ROI Guy and CEO of Alinean, will review groundbreaking research that turns traditional sales success beliefs on its head, and provides specific sales enablement advice and tools to turn your sales professionals into challengers that break the status-quo and win more business in 2012.

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    Be a challenger to achieve sales success in 2012 Be a challenger to achieve sales success in 2012 Presentation Transcript

    • Powering B2B sales to economic buyers Helen Blake Cindy Barnes Tom Pisello - CEO & FounderTwitter: @futurecurve Twitter: @tpisello @AlineanROI Be a Challenger to Achieve Sales Success in 2012
    • Today’s SpeakersHelen Blake Tom PiselloChief Executive CEO & Founder of AlineanCindy Barnes Who’s Who in B2B Demand GenerationChief Innovation Officer & Founder Parallel entrepreneur Ex-Gartner Managing VPFuturecurve – Value Proposition creation and development, helping organizations bridge the gap between what they do and the Alinean – Creating value-based interactive value they bring their clients. content marketing campaigns and diagnostic sales tools to break the status-quo, reduce sales cycles and reduce discounting © 2012 Alinean, Inc. 2
    • Let me tell you a story … How are your kids? Let’s do lunch? Everything is going great! Let’s go play some golf Did you know … What if …… You can save ….. © 2012 Alinean, Inc. 3
    • Your Customers Have Fundamentally & Permanently Changed • Frugal• More Customization • Need to see a quantified value to Demands change • ROI focus• Consumerization• Relevance • More Stakeholders • In Control • Additional Business Groups • Use Internet to research • CFO & Executive Approvals • Decide when to engage • 3rd Party Consultants • Inviting sales later (> 65% in) © 2012 Alinean, Inc. 4
    • Challenging Environment - of B2B vendors need significantly more leads in order to generate the same amount of sales (IDC) - of deals are not lost to competition, instead are lost to the status quo (SBI) - the amount the average purchase decision cycle has lengthened over the past 5 years (SiriusDecisions) - of buyers focused on price as primary decision factor, driving increased discounting by > 10% (U of Dayton) © 2012 Alinean, Inc. 5
    • Which Type Assures Sales Success? Best Performers Lowest PerformersThe Challenger Sale – 6,000+ sales professionals @90 firms – Matthew Dixon & Brent Adamson © 2012 Alinean, Inc. 6
    • The Differences: Relationship Builder vs. Challenger Vs. Likeable Establishes Constructive Tension Service Mentality Teaching Mentality Customer Convenience Focus Customer Value Focus (save/ make $) Responds to Deal Flow Asserts Control (price -> value)The Challenger Sale – 6,000+ sales professionals @90 firms – Matthew Dixon & Brent Adamson © 2012 Alinean, Inc. 7
    • Challenging Customers Demands Challenger Selling of star performers were CHALLENGERS better performance for stars vs. core for solution providers improvement in performance driving someone halfway from good to greatThe Challenger Sale – 6,000+ sales professionals, Factor analysis © 2012 Alinean, Inc. 8
    • Our Recommended Journey to Challenger Selling Value Proposition Value Tools Skills © 2012 Alinean, Inc. 9
    • Value Proposition © 2012 Alinean, Inc. 10
    • Sales without a Value Proposition? © 2012 Alinean, Inc. 11
    • A Value Proposition is …A promise of value to be delivered and anexpectation of value to be experienced.A set of promises that you make to adefined target audience, that aredifferentiated from alternatives, backed upby reasons to believe. © 2012 Alinean, Inc. 12
    • A Value Proposition is not … © 2012 Alinean, Inc. 13
    • It’s not all about youHowever important you think you are! © 2012 Alinean, Inc. 14
    • Value is defined by the customer experienceValue is defined by the customer experience © 2012 Alinean, Inc. 15
    • What is Value?Value: Rational, Political, Emotional © 2012 Alinean, Inc. 16
    • The Value Proposition Builder™Building value is a process © 2012 Alinean, Inc. 17
    • Value Tools © 2012 Alinean, Inc. 18
    • Institutionalize Content with Interactive Tools 65% of Deals 35% of Deals © 2012 Alinean, Inc. 19
    • Proposition to Tools to Skills: The Proof?© 2011 The Vanella Group, Inc. Proprietary | Do Not Distribute 20 © 2012 Alinean, Inc. 20
    • Questions? © 2012 Alinean, Inc. 21
    • Next Steps Creating & Delivering Your Value Proposition ‘Follow’ all the latest content on value proposition here: http://www.scoop.it/t/value-propositionhttp://www.fightfrugalnomics.com http://www.alinean.com/faq/ © 2012 Alinean, Inc. 22
    • Thank You! © 2012 Alinean, Inc. 23