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Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc.
The Value of
“Move the Needle”
1
Betty McNeil
bmcne...
Copyright © 2001-2016 Alinean, Inc.
The sales strategy mantra …
2
Engage earlier and higher
Copyright © 2001-2016 Alinean, Inc.
3
74%
Forrester
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection
T...
Copyright © 2001-2016 Alinean, Inc.
Want to get higher…
4
65%
of C-suite execs are
“actively engaged” in the
buying decisi...
Copyright © 2001-2016 Alinean, Inc.
Why execs don’t meet with your sales reps?
5
Forrester
62%of salespeople who call on e...
Copyright © 2001-2016 Alinean, Inc.
Until we meet again?
6
20% of sales people
meet expectations
1 in 4 get agreement
meet...
Copyright © 2001-2016 Alinean, Inc.
The pressure of peers
7
30%
15%
25%
CXO buyers rely heavily on colleagues,
personal ne...
Copyright © 2001-2016 Alinean, Inc.
Introducing: Alinean Peer Comparison Tool
8
Financial insights &
comparisons
Financial...
Copyright © 2001-2016 Alinean, Inc.
9
Copyright © 2001-2016 Alinean, Inc.
10
Copyright © 2001-2016 Alinean, Inc.
11
Copyright © 2001-2016 Alinean, Inc.
12
Copyright © 2001-2016 Alinean, Inc.
13
Copyright © 2001-2016 Alinean, Inc.
14
Copyright © 2001-2016 Alinean, Inc.
15
Copyright © 2001-2016 Alinean, Inc.
16
Copyright © 2001-2016 Alinean, Inc.
17
Copyright © 2001-2016 Alinean, Inc.
18
http://alinean.com/peer-comparison-tool/
Empowering financial & business expertise…...
Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc.
The Value of
“Move the Needle”
19
Betty McNeil
bmcn...
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Webinar - Executive Conversations and ROI with Financial Peer comparison and Move the Needle

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It’s more important than ever to engage earlier and higher but this can be a challenge.

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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Webinar - Executive Conversations and ROI with Financial Peer comparison and Move the Needle

  1. 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 1 Betty McNeil bmcneil@alinean.com @AlineanROI http://www.alinean.com
  2. 2. Copyright © 2001-2016 Alinean, Inc. The sales strategy mantra … 2 Engage earlier and higher
  3. 3. Copyright © 2001-2016 Alinean, Inc. 3 74% Forrester Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection The early bird catches the worm … 26% of deals go to the provider who helps "establish the buying vision” of deals go to the vendor who "responds to a request"
  4. 4. Copyright © 2001-2016 Alinean, Inc. Want to get higher… 4 65% of C-suite execs are “actively engaged” in the buying decision-making MHI Global 80% of all purchasing budgets will soon be controlled by C-suite execs IDC 4X more value Business & industry insights vs. traditional relationship & product knowledge SiriusDecisions
  5. 5. Copyright © 2001-2016 Alinean, Inc. Why execs don’t meet with your sales reps? 5 Forrester 62%of salespeople who call on execs are knowledgeable about their products and services 42% knowledgeable exec’s industry 24% understand the exec’s business 22% understand the exec’s issues & where they can help ONLY
  6. 6. Copyright © 2001-2016 Alinean, Inc. Until we meet again? 6 20% of sales people meet expectations 1 in 4 get agreement meet again Forrester
  7. 7. Copyright © 2001-2016 Alinean, Inc. The pressure of peers 7 30% 15% 25% CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy. SiriusDecisions
  8. 8. Copyright © 2001-2016 Alinean, Inc. Introducing: Alinean Peer Comparison Tool 8 Financial insights & comparisons Financial performance > 60,000 worldwide companies Calculates “Move the Needle” = Value of change Comprehensive analysis presentation Deep SFDC integration
  9. 9. Copyright © 2001-2016 Alinean, Inc. 9
  10. 10. Copyright © 2001-2016 Alinean, Inc. 10
  11. 11. Copyright © 2001-2016 Alinean, Inc. 11
  12. 12. Copyright © 2001-2016 Alinean, Inc. 12
  13. 13. Copyright © 2001-2016 Alinean, Inc. 13
  14. 14. Copyright © 2001-2016 Alinean, Inc. 14
  15. 15. Copyright © 2001-2016 Alinean, Inc. 15
  16. 16. Copyright © 2001-2016 Alinean, Inc. 16
  17. 17. Copyright © 2001-2016 Alinean, Inc. 17
  18. 18. Copyright © 2001-2016 Alinean, Inc. 18 http://alinean.com/peer-comparison-tool/ Empowering financial & business expertise… For Sales Teams and Consultants Starting at $350 / user / year Notebook / Tablet optimized Best w/ Chrome browser Available – NOW Next Step: Signup for Free Trial Engage Earlier & Higher Reason for Executive Meeting Engage w/ Intelligence, Advice & Value
  19. 19. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 19 Betty McNeil bmcneil@alinean.com @AlineanROI http://www.alinean.com

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