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Webcast: Engage, Align & Motivate with Discovery & Benchmarking - B2B Sales Enablement Best Practices & Tools

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When you first engage, it’s important to understand the organization you are selling to with proper discovery. Get this right, and you can be assured of targeting the right strategic initiatives, challenges and priorities for your prospect.

If you are like most, your current Discovery is guided by Word documents or spreadsheets, however these are hit or miss, with significant inconsistencies in how discovery is performed (if at all), and the inability to centrally collect and save the collected data when it is completed.

View this presentation to learn how to leverage interactive applications that guide you through Discovery, hand-in-hand with the prospect and generate compelling Discovery and Benchmarking Reports.

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Webcast: Engage, Align & Motivate with Discovery & Benchmarking - B2B Sales Enablement Best Practices & Tools

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Engage, Align & Inspire with Discovery & Benchmarking 1 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com
  2. 2. Copyright © 2001-2018 Alinean, Inc. What Winners Do Differently? 2 60% Of Winners demonstrate understanding of buyer needs (Primary Intelligence) Sources: Primary Intelligence - https://www.primary-intel.com/about-us/news-room/new-research-failure-of-sales-reps-to-understand-buyer-needs/ What Sales Winners Do Differently – the Rain Group - Research conclusions from more than 700 B-to-B purchases made by a broad sample of buyers who in aggregate were responsible for $3.1 billion in annual purchases - https://info.rainsalestraining.com/free-report-what-sales-winners-do-differently More often than second place finishers ((The Rain Group)
  3. 3. Copyright © 2001-2018 Alinean, Inc. 3 Sales reps are good at Discovery? 57% Indicate their sales reps could do a much better job of Discovery Source: Primary Intelligence Indicate their sales reps have “poor” understanding of their business needs
  4. 4. Copyright © 2001-2018 Alinean, Inc. 4 What makes for good Discovery? Collaborate with buyer to uncover & understand challenges / needs more clearly Help buyer prioritize importance of change and needs Map products & services to priority needs + deliver value storytelling / case studies on recommended solutions Tally desired outcomes and potential business value / ROI & TCO advantages from your proposed solutions Deliver Discovery alignment document so your champion / mobilizer can share WhyChange?WhyNow?WhyYou? of buyers will choose the FIRST seller that adds value 74%
  5. 5. Copyright © 2001-2018 Alinean, Inc. Discovery Example – Alinean Value Discovery Tool 5 https://alinean.valuestoryapp.com/Discovery/value
  6. 6. Copyright © 2001-2018 Alinean, Inc. Important to Integrate Discovery with CRM? 6 Alinean Value Cloud™ Managed Package Authenticate and secure using SFDC Launch Discovery from Accounts + Opportunities Access and collaborate on saved Discoveries Push known data from SFDC into Discovery Gather customer intelligence from Discovery into SFDC Share Discovery info with other applications Direct access to Discovery report (Word document)
  7. 7. Copyright © 2001-2018 Alinean, Inc. How do you develop the Discovery Tools? Workshop to develop: • Discovery Questions • Insights & Benchmark Comparisons • Solution Recommendations • Value Storytelling & Case Studies • Discovery Report • Spreadsheet Engine • UX Design and Flow Quickly implement into a Tool using Alinean Value Cloud™ Platform Workshop - Prototype – Alpha – Beta – Pilot - Final 6 to 8 weeks
  8. 8. Copyright © 2001-2018 Alinean, Inc. 8 Client doing better Discovery? http://alinean.com/tool-examples-genesys-cx-challenge/ Genesys CX Maturity Challenge Engage earlier & higher Measure & benchmark current practices & performance Identify challenges & help set priorities Recommend solutions to solve specific issues & Intelligently guide next best steps http://alinean.com/clients/
  9. 9. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Engage, Align & Inspire with Discovery & Benchmarking 9 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com

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