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Sales club uk

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Sales club uk

  1. 1. Proving Your Value to Frugal Buyers Tom Pisello CEO & Founder The ROI Guy @tpisello @AlineanROI http://www.alinean.com
  2. 2. Do More with Less
  3. 3. 12 1 Communicating Val Messages Of Sales Reps are Value-Focused(Forrester) (Sirius Decisions)
  4. 4. Up to 40% Discounting 22% Longer Sales Cycle Sirius Decisions IDC SBI
  5. 5. > 60% of buying decision already comple
  6. 6. Provocative & relevant insights Persona specific value ROI / TCO impact
  7. 7. Benefits Estimator Example
  8. 8. Scoring against Capability / Maturity Index Comparison to Peer Averages and Leaders
  9. 9. Right Value Messaging Value –Focused Interactive Tools, Demos & Case Studies Training, Coaching & Suppor Roadmap
  10. 10. 30 20 8.10£ Average ROI per £1 inve Accelerated sales cycle Reduced discounting Your potential business benefits?
  11. 11. Helpful Resources ROI Resource Center More about Interactive Tools – iWPs & Benefit Estimators – ValueStory – ROI / TCO Sales Tools The Proof

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