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Better Executive Conversations - Financial Peer Comparisons and Financial Justification


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You need the right sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.

Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.

Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?

In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.

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Better Executive Conversations - Financial Peer Comparisons and Financial Justification

  1. 1. Can Your Reps have a better Executive Conversation? Betty McNeil, SVP bmcneil@Alinean.c omCopyright © 2001—2018
  2. 2. The sales strategy mantra Engage earlier and higher Copyright © 2001—2018
  3. 3. Why execs don’t meet with your sales reps? 62% Salespeople who call on execs are knowledgeable about their products and services 42% Knowledgeable the exec’s industry But only… 24% Understand the exec’s business 22% Understand exec’s issues and where they can help Are vendor sales people frequently prepared for your meetings in the following ways? Forrester Copyright © 2001—2018
  4. 4. Until we meet again? 20% Of sales people meet expectations 1 in 4Get agreement to meet again What makes a conversation valuable for business executives?“How do buyers define what is valuable?” (Top three for all executives) 1 The salesperson clearly shows they understand my business issues and can clearly articulate to me how to solve them (68%) 2 The meeting helps me think about how to solve a business problem (55%) 3 The salesperson shares insights with me that I did not consider before. (50%) Base: 418 executive-level buyers at global companies of 100 or more employees Source: November 22, 2013: “What Do Executive Buyers Find Valuable?” Forrester Report Copyright © 2001—2018
  5. 5. The pressure of peers CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy 30% 15% 25% Copyright © 2001—2018
  6. 6. Introducing the Alinean Peer Comparison ToolFinancial insights and comparisons Financial performance >60,000 worldwide companies Calculates “Move the Needle” = Value of change Comprehensive analysis presentation SFDC integrati on Copyright © 2001—2018
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  9. 9. Copyright © 2001—2018
  10. 10. Copyright © 2001—2018
  11. 11. Copyright © 2001—2018
  12. 12. Copyright © 2001—2017
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  15. 15. Customize d reports Copyright © 2001—2018
  16. 16. Empowering financial and business expertise… For Sales, Value Consultants and Channel Partners For Marketing: Account based marketing Notebook / Tablet optimized Reason for executive meeting Engage earlier and higher Learn more at: tool Copyright © 2001—2018
  17. 17. Can Your Reps have a better Executive Conversation? Betty McNeil, SVP bmcneil@Alinean.Copyright © 2001—2018