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Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc.
The Value of
“Move the Needle”
1
Tom Pisello
tom@al...
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
...
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...
Copyright © 2001-2016 Alinean, Inc.
Until we meet again?
6
20
%
of sales people
meet expectations
1 in 4get agreement to
m...
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
Tom Pisello
tom@a...
Copyright © 2001-2016 Alinean, Inc.
Upcoming Events…
20
SANTA CLARA, CA
Date: March 1, 2017
Location: Hyatt Regency Santa ...
Upcoming SlideShare
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Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage Earlier and Sell Higher

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Today’s B2B buyer doesn’t want a sales pitch. They want to know how your insights and experience can help them beat the competition.

But this is easier said than done:

• Are your sales reps empowered to engage earlier and have poignant financial discussions you’re your prospects?
• Can they compare the prospect to the competition to help them uncover issues and drive improvements?
• Can you prove how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements?

In this session, Tom Pisello, the ROI Guy, will introduce you to the new Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.

Developed in conjunction with S&P Compustat, you’ll see how this elegantly simple, yet powerful benchmarking application empowers your sales reps, pre-sales support and value engineers to quickly and easily:

• Compare your prospects to named competitors, from a database of 60,000+ worldwide companies,
• Examine the leaders, laggards and peer averages across over 30 dimensions of financial performance.
• See how small “move the needle” improvements from your proposed solutions can drive big improvements, business value and ROI.

Originally recorded: Thursday, January 26, 2017
Featuring: Tom Pisello, The ROI Guy and Alinean CEO & Founder

Published in: Sales
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Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage Earlier and Sell Higher

  1. 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 1 Tom Pisello tom@alinean.com @tpisello @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 valueBusiness & 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 % are knowledgeable about the 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 4get agreement to 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 MeetingEngage w/ Intelligence, Advice & Value
  19. 19. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 19 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
  20. 20. Copyright © 2001-2016 Alinean, Inc. Upcoming Events… 20 SANTA CLARA, CA Date: March 1, 2017 Location: Hyatt Regency Santa Clara BOSTON, MA Date: March 9, 2017 Location: Westin Hotel at Copley Place http://alinean.com/2017-business-value-summit/

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