Challenge the “Do Nothing” Buyerwith Provocative AssessmentsTom PiselloCEO & FounderThe ROI GuyTwitter: @tpisello@AlineanROI
Frugal                                        Cost of doing nothing + value of change >                                   ...
Of deals are not lost to competition,instead are lost to the “Do Nothing” buyer(Sales Benchmark Index)               Curre...
SurveyScoreBenchmark ComparisonIssue IdentificationSolution RecommendationsValue of ChangeNext Steps
CMI Content Marketing Assessmenthttp://www.contentmarketinginstitute.com/assessment/
Profile the Customer  Industry, Location and Size Role in Decision Making Process
Profile Product Sales & MarketingBetter Determine the Correct Peer Benchmarks for Comparison
Content Marketing Goals & Measurement Practices   Measure Current Practices – Goals and Measurement
Content Marketing Management & ProductionMeasure Current Practices – Management & Production
Content Marketing StrategyMeasure Current Practices – Strategy
Content Marketing SpendingMeasure Current Practices – Spending Levels
Content Marketing EffectivenessMeasure Current Practices – Program Effectiveness
Content Marketing Results Summary                Present an Overview of ResultsPrompt for Full Report Download (Registrati...
Personalized PDF AssessmentComparison to Peer BenchmarksPinpoint IssuesRaise PrioritySolution RecommendationsCustom Call t...
Industry, Location & SizePersonalize   Buyer’s Role in Purchase Decision              Current vs. Best Practice Benchmarks...
Informatica Data Integration Maturity AssessmentClick here to access tool
Next Steps and Resources• The Opportunity• The Solutions  – Value Marketing  – Value Selling• The Proof• Resources and Ins...
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Challenge the "Do Nothing" Buyer with Provocative Assessments

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Are your prospects placing enough of a priority on the issues you are addressing, or even aware of the challenges you are trying to address?


Today's buyer has been forced to do-more-with-less, and in fewer hours than ever before to uncover and prioritize challenges, and explore solution options.

How can you sell to a prospect if they are unaware of the opportunity or priority of the issues you can address?

In this webinar you will learn about provocative selling tools used by world class sales enablement / marketing teams to meet the demands of today's more empowered, skeptical and frugal buyer.

In this webinar you will learn how to:

- Use a diagnostic approach to confirm existing issues and illuminate new challenges
- Apply benchmarking to prioritize challenges and recommend the right solutions
- Deliver compelling value to engage higher in the organization and elevating to trusted strategic advisor

Published in: Business, News & Politics
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Challenge the "Do Nothing" Buyer with Provocative Assessments

  1. 1. Challenge the “Do Nothing” Buyerwith Provocative AssessmentsTom PiselloCEO & FounderThe ROI GuyTwitter: @tpisello@AlineanROI
  2. 2. Frugal Cost of doing nothing + value of change > risks + costs of change SkepticalMore risk averse than everTired of traditional pitchesNeed personalized & Overloadedcompelling insight Doing-more-with-less > 100 emails, > 10 calls/day Less time for vendors In ControlFueled by Internet & social mediaOpportunities, you & your competitionInviting sales later (> 65% along)
  3. 3. Of deals are not lost to competition,instead are lost to the “Do Nothing” buyer(Sales Benchmark Index) Current Issues? Practices Spending Risks / Cost of “Doing Nothing” Peer Pressure Potential Value of Change?
  4. 4. SurveyScoreBenchmark ComparisonIssue IdentificationSolution RecommendationsValue of ChangeNext Steps
  5. 5. CMI Content Marketing Assessmenthttp://www.contentmarketinginstitute.com/assessment/
  6. 6. Profile the Customer Industry, Location and Size Role in Decision Making Process
  7. 7. Profile Product Sales & MarketingBetter Determine the Correct Peer Benchmarks for Comparison
  8. 8. Content Marketing Goals & Measurement Practices Measure Current Practices – Goals and Measurement
  9. 9. Content Marketing Management & ProductionMeasure Current Practices – Management & Production
  10. 10. Content Marketing StrategyMeasure Current Practices – Strategy
  11. 11. Content Marketing SpendingMeasure Current Practices – Spending Levels
  12. 12. Content Marketing EffectivenessMeasure Current Practices – Program Effectiveness
  13. 13. Content Marketing Results Summary Present an Overview of ResultsPrompt for Full Report Download (Registration usually required)
  14. 14. Personalized PDF AssessmentComparison to Peer BenchmarksPinpoint IssuesRaise PrioritySolution RecommendationsCustom Call to Action (Role Based)
  15. 15. Industry, Location & SizePersonalize Buyer’s Role in Purchase Decision Current vs. Best Practice BenchmarksChallenge Identify Issues Quantify Value of Change Intelligent Solution Recommendations More Visuals & Less TextEngage Contrast – Before vs. After Social Stories – User Successes & Social Sharing
  16. 16. Informatica Data Integration Maturity AssessmentClick here to access tool
  17. 17. Next Steps and Resources• The Opportunity• The Solutions – Value Marketing – Value Selling• The Proof• Resources and Insight – Fight Frugalnomics Resource Center

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