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The Value of “Move the
Needle”
Betty McNeil, SVP
bmcneil@Alinean.com
www.Alinean.com
Copyright © 2001—2017
The sales strategy
mantra
Engage earlier and
higher
Copyright © 2001—2017
Why execs don’t meet with your
sales reps?
62%
Salespeople who call on execs are
knowledgeable about their products
and se...
Until we meet again?
20%
Of sales people
meet
expectations
1 in
4Get agreement
to meet again
What makes a conversation
val...
The pressure of peers
CXO buyers rely heavily on colleagues,
personal networks & third-party experts in
forming their opin...
Introducing
the
Alinean Peer
Comparison
ToolFinancial
insights and
comparisons
Financial
performance
>60,000
worldwide
com...
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Copyright © 2001—2017
Customize
d reports
Copyright © 2001—2017
Empowering financial and business
expertise…
For Sales, Value
Consultants and Channel
Partners
For Marketing: Account
base...
The Value of
“Move the
Needle”
Betty McNeil, SVP
bmcneil@Alinean.com
www.Alinean.com
Copyright © 2001—2017
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Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations

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You need the right marketing and 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.

The Alinean Peer Comparison Tool can help your consultants, sales reps and channel partners deliver important executive conversations with an easy to use interactive application that:

Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
Compares the prospect to the competition to help uncover issues and drive improvements
Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.

Published in: Sales
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Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations

  1. 1. The Value of “Move the Needle” Betty McNeil, SVP bmcneil@Alinean.com www.Alinean.com Copyright © 2001—2017
  2. 2. The sales strategy mantra Engage earlier and higher Copyright © 2001—2017
  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—2017
  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—2017
  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—2017
  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—2017
  7. 7. Copyright © 2001—2017
  8. 8. Copyright © 2001—2017
  9. 9. Copyright © 2001—2017
  10. 10. Copyright © 2001—2017
  11. 11. Copyright © 2001—2017
  12. 12. Copyright © 2001—2017
  13. 13. Copyright © 2001—2017
  14. 14. Copyright © 2001—2017
  15. 15. Customize d reports Copyright © 2001—2017
  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: alinean.com/peer-comparison- tool Copyright © 2001—2017
  17. 17. The Value of “Move the Needle” Betty McNeil, SVP bmcneil@Alinean.com www.Alinean.com Copyright © 2001—2017

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