2013 SAVO Summit Presentation

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Only 15% of companies said their lead generation process "exceeds" their expectations according to a 2013 Sales Optimization Study. The study found that most companies' lead generation efforts are not meeting their goals or expectations. Few companies reported being very satisfied with how well their lead generation brings in new potential customers.

Business News & Politics

Of companies said their lead generation
process “exceeds” their expectations
CSO Insights 2013 Sales Optimization Study

The battle lines for the hearts and minds of customers are drawn on the transforming frontiers of customer engagement. This is where great experiences are the ultimate differentiator. The firms that thrive do so by continuously optimizing experiences at the scale needed to make a difference. They integrate digital intelligence capabilities that inform and learn from all the experiences they provide customers. During his talk, guest speaker James McCormick, Principal Forrester Analyst, will discuss: - How companies are using experience optimization to gain a competitive advantage - What industry leaders do differently when architecting for experience optimization - The state of experience optimization and where to go from here

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Many organizations have developed spreadsheet-based ROI / TCO tools to help financially justify solutions to frugal buyers. Often these spreadsheets are developed by a field subject matter expert based on the demand of the client. However, many of these same cumbersome spreadsheets are also being used by sales reps and channel partners as their customers want and need financial justification to make purchasing decisions. These spreadsheet-based ROI / TCO tools are meeting a need but can be difficult for users and prospects alike. There are typically issues with version control, calculation errors, output reports, credibility, ease of use, tracking, security and validation. In this session, industry leader and ROI Guy, Tom Pisello will show you how to address these issues and more.

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You need the right 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.

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You need the right 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. Did you know … * 41% of buyers now desire more interactive and personalized content * 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge * 97% prefer prescriptive content (over a product pitch), providing advice on what to do next To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help: * Attract interest * Engage earlier * Uncover and prioritize buyer challenges * Spark and motivate purchase decisions This webcast showed specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.

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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 event, 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.

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You need the right 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. Did you know … - 41% of buyers now desire more interactive and personalized content - 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge - 97% prefer prescriptive content (over a product pitch), providing advice on what to do next. To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help: - Attract interest - Engage earlier - Uncover and prioritize buyer challenges - Spark and motivate purchase decisions Join us on Tuesday, October 3rd at 11:00 a.m. ET and we’ll show you specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.

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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.

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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. Did you know … - 41% of buyers now desire more interactive and personalized content - 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge - 97% prefer prescriptive content (over a product pitch), providing advice on what to do next To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help: - Attract interest - Engage earlier - Uncover and prioritize buyer challenges - Spark and motivate purchase decisions Presented in support of a webcast in August 2017, this presentation shows you specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.

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It’s more important than ever to engage earlier and higher but this can be a challenge. Tune in to learn how OpenText opens C-Level Doors and has more provocative, consultative executive conversations, powered by Alinean. In this session, Mike Bolte, Senior Director of OpenText’s Value Engineering Practice will discuss how he leverages financial benchmarking tools from Alinean to get more executive meetings and elevate within prospect accounts. Betty McNeil, Alinean SVP will interview Mike to get practical tips, techniques and best practices to improve your own client engagements and conversations. Join us to see how OpenText moves the needle with Alinean.

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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.

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Financial justification remains a requirement, this according to research by IDC’s business value consulting group, with a whopping 95% of decision makers requiring proof of business value outcomes prior to considering and approving a business purchase. Although required to gain approval, buyers struggle with the metrics and models to provide financial justification to ever more frugal executives and buying committees, delaying or in many cases stalling the decision entirely. If you are an IT or B2B solution provider, the research clearly indicates you can’t leave financial justification to your buyer, or worse, to an unarmed sales rep. In this keynote presentation at the Business Value Summit in Santa Clara CA, Randy Perry VP of Business Value Consulting for IDC and Tom Pisello, CEO / Founder of Alinean discuss the increasing need for financial justification by IT and other B2B buyers and what you need to do now as a solution provider to meet and exceed this requirement. If you are in product marketing, content development, value engineering or sales enablement, this is a must attend event, to get tangible advice on how to drive more deals, win rates and sales cycle acceleration.

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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

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Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey. At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace. You have to change, and in order to do so, need to invest in new content, tools and training to effectively implement a value-focused sales and marketing approach. But this is easier said than done, as many organizations are scrutinizing new sales and marketing investments, spending less, not more, on content and enablement. So, how do you make the case for more investment in value? How do you quantify the tangible value of value, to make a solid business case? In this interview, Peter Ostrow , Research Director from the sales and marketing advisory firm SiriusDecisions, discusses the business benefits of Value, with solid advice on how to measure the impact and prove the ROI from taking your value selling and marketing from “good” to “great”. This session will give you the practical models and metrics to quantify and communicate the business case for Value, providing the framework to establish the right Value Marketing and Selling programs, project the potential business value and drive outcomes post deployment. November 10, 2016 11:00 am Duration: 45 minutes Presented By Peter Ostrow SiriusDecisions Research Director, Sales Enablement Strategies Tom Pisello The ROI Guy Alinean CEO & Founder

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Featuring: Dave Stachura – VP Customer Success, Alinean Tom Pisello – CEO / Founder, Alinean “If you build it, they will come” is a quote made famous in the movie Field of Dreams. While the philosophy behind this saying worked great in a Hollywood movie about a fictional baseball field built in an Iowa cornfield, applying it when launching a new value / ROI tool to your organization may prove disastrous. Once you’ve wrapped up development on that new value / ROI tool, you now have to make sure the launch is successful. A business value / ROI tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. We have seen incredible roll-out success over the past 20 years of developing and delivering value marketing and selling tools. Some launching with great adoption (>80%) and >$100M+ incremental revenue results, and some, not so much. In this informative session, Dave Stachura, former Sales Enablement lead at AMD and Alinean’s new VP of Customer Success, will discuss the common “failure to launch” characteristics and discuss in detail the Five Pillars of Value Success: the definitive roadmap for launch success.

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The importance of sales content remains strong, with 79% of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another New research results from SiriusDecisions reveal the significance of Sales Content to winning more business, revealed by Heather Cole, Services Director of Sales Enablement with SiriusDecisions, in a compelling webcast interview with Alinean’s own Tom Pisello. In the session, Heather indicated that more sales content than anticipated was being leveraged by sales reps throughout each stage of the buyer’s journey, with the research tallying an average of 6.3 pieces delivered to buyers in the Education phase, 6.1 in Solution, and 4.9 in Selection, But more content does not guarantee accelerated decisions, greater deal size or more wins. The research quantified for the first time that all content is not created equal, with a decided difference in the assets used more often by the highest performing sales reps compared to low performers and middlers. Most importantly, the research uncovered and ranked content as to perceived value to buyers. Interpreting the results, Heather Cole exposed how today’s B2B buyer isn’t valuing product videos and glossy brochures as high as one might think. Rather, decision makers want relevant insights and transformative advice, perceiving 3rd party research and articles as most valuable, as well as valuing solid ideas and proposals based on identified needs.

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Several analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle, when the decision is already 57% complete , and that over 1 million B2B sales reps will be in search of new jobs in 2020. Are these findings accurate? What can you do to stay ahead of the curve? In this “myth busting” interview, Jim Ninivaggi, the Sales Enablement Practice Director for SiriusDecisions will discuss their latest research of 1,000 B2B buyers, to separate the fact from fiction and provide specific guidance on what you need to do now to remain relevant and effective. Tom Pisello, the ROI guy and author of The Frugalnomics Survival Guide, will be asking Jim the tough questions you need to know, about the disparities in the research, and why there is a new movement underway to #SavetheB2BSalesRep.

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