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Where can you get the insights needed for provocative / challenger selling
 

Where can you get the insights needed for provocative / challenger selling

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Implementing provocative / challenger selling can be difficult without insights. This interview with Jody Canavan of Launch International discusses the best source for insights and how Alinean tools ...

Implementing provocative / challenger selling can be difficult without insights. This interview with Jody Canavan of Launch International discusses the best source for insights and how Alinean tools can help automatically collect, aggregate and deliver them in sales and marketing conversations / engagements.

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  • Much is spent on branding each year, how much of this actually makes an impact.65% - marketers who say current content efforts are ineffective… taking even more leads to create the same amount of deals.90% of training is forgotten in 30 days after training. Ways to reinforce this, but even with that the amount of forgotten knowledge is stunning.

Where can you get the insights needed for provocative / challenger selling Where can you get the insights needed for provocative / challenger selling Presentation Transcript

  • Where Can You Get The Insights Needed for Provocative Selling? Jody Canavan Founder & President jcanavan@launchinternational.com @JodyCanavan www.launchinternational.com Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com
  • Sales invited later into the decision making process? Ideas Exploration Evaluation More than 1/2 decision process complete Selection
  • Are more Prospects really paralyzed by inaction? 58 % stalled (SBI) Frugalnomics in Effect! Risk Averse 43 More Stakeholders % 30 Longer Decision Time % 20 Avg. Discount %
  • How can Sales earn the right to engage earlier? Ideas Exploration Evaluation Illuminate the RainQuantify the Pain Insights Selection Justify the Gain Prove not the Sam Operational Efficiency Risk Reduction Revenue Opportunities
  • Are current strategies working? Marketing Sales Sales Enablement
  • What is Thoughtful Selling?
  • Sources for Compelling Insights? Industry Research Customer Surveys, Interviews & Case Studies Assessments ValueStory Dynamic - Collect, Aggregate and Leverage Insights from Each Conversation
  • Tools for Implementing Thoughtful Selling Ideas Exploration Evaluation Selection
  • Implementation & Deployment Risks? ? Ideas Exploration Evaluation Selection Facilitation Across the Buyer’s Journey Relevant Insights & Value Conversations? rd 3 Party Insights & Proof Points Alignment – Marketing & Sales Executive Support Training & Coaching
  • Five Things to Do Now! 1 - Assess existing assets & tools 2 - Identify opportunities for upgrade or inv 3 - Align to buyer’s journey & value convers 4 - Integrate across marketing & sales ena 5 - Measure, monitor & improve
  • Q&A Jody Canavan Founder & President jcanavan@launchinternational.com @JodyCanavan www.launchinternational.com Thomas Pisello CEO & Founder tom@alinean.com @tpisello www.alinean.com Need Insights for Provocative Selling? No Problem! Thoughtful Selling eBook