Empower your Sales Team to fight Frugalnomics.
- Engage higher, with economic-focused executives
- Elevate relationship from salesperson to trusted advisor
- Increase deal size / reduce discounting by 20%
- Accelerate sales cycles by 20-30%
- Double competitive wins
Sound impossible?
It's not with Alinean Sales Enablement Tools.
Sales Enablement Tools Webcast: Make sales more effective with Alinean value-...Alinean, Inc.
Empower your Sales Team to fight Frugalnomics.
- Engage higher, with economic-focused executives
- Elevate relationship from salesperson to trusted advisor
- Increase deal size / reduce discounting by 20%
- Accelerate sales cycles by 20-30%
- Double competitive wins
Sound impossible?
It's not with Alinean Sales Enablement Tools.
Connect and Engage Better with Provocation-based SellingAlinean, Inc.
Today's buyer has been forced to do-more-with-less, and has less time than ever before to uncover their issues, and explore solution options.
How can you sell to a prospect if they are unaware of the opportunity or priority of the issues you can address, and that indeed a remedy exists?
Introducing the Alinean Social Media ROI CalculatorAlinean, Inc.
Marketers are investing more and more in social media efforts, with significant 40% or more annual increases predicted by several market research firms over the next year. To validate the significant spending growth, marketers also understand that you must make an effort to deliver social media results and success, but what investments are required, and how much effort needs to be expended to deliver specific results?
Sales Enablement Tools Webcast: Make sales more effective with Alinean value-...Alinean, Inc.
Empower your Sales Team to fight Frugalnomics.
- Engage higher, with economic-focused executives
- Elevate relationship from salesperson to trusted advisor
- Increase deal size / reduce discounting by 20%
- Accelerate sales cycles by 20-30%
- Double competitive wins
Sound impossible?
It's not with Alinean Sales Enablement Tools.
Connect and Engage Better with Provocation-based SellingAlinean, Inc.
Today's buyer has been forced to do-more-with-less, and has less time than ever before to uncover their issues, and explore solution options.
How can you sell to a prospect if they are unaware of the opportunity or priority of the issues you can address, and that indeed a remedy exists?
Introducing the Alinean Social Media ROI CalculatorAlinean, Inc.
Marketers are investing more and more in social media efforts, with significant 40% or more annual increases predicted by several market research firms over the next year. To validate the significant spending growth, marketers also understand that you must make an effort to deliver social media results and success, but what investments are required, and how much effort needs to be expended to deliver specific results?
Vlerick Sales Forum & Deloitte Study: Sales & Procurement: Friends or Foes?Vlerick Business School
The key finding of a recent Harvard Business Review article that Solution Selling was dead, came as a rude wake-up call to a lot of companies that were just beginning to embrace the solution selling concept. One of the key suggestions from that article suggested that salespeople work together with the procurement team at the customer to make sure that the procurement professionals actually “internally sell” the salespeople’s solution. This is quite surprising, considering the fact that traditional sales models encourage sales people to go around the procurement organization, which in turn is not appreciated by the buyers.
But is this still really the reality on the field- Are sales and procurement enemies or can they actually be friends. Together with Deloitte Belgium the Vlerick Sales cluster set out to try and understand the current feelings prevalent amongst salespeople and their procurement counterparts. They also focused on internal issues both for sales and procurement within their own organizations and how this affected the relationship outcomes.
With FirstRain’s Business Monitoring Engine, organizations can easily uncover intelligence on their customers and competitors—tracking critical events, understanding their markets, spotting emerging threats and identifying sales triggers. Unlike content aggregators and lead-management tools, FirstRain’s patented semantic-analytics technology instantly cuts through the clutter of the consumer Web, delivering only highly-relevant customer and competitor intelligence.
AIPMM Webinar: Offering Tiers and Levers to Control Price NegotiationsAIPMM Administration
Mark Burton is co-founder of Holden Advisors and a strategic marketing expert for more than 16 years. As a formulator of the firm’s project methodologies and analytical processes, Mark is the driving force in creating offering and pricing strategies for firms in industries such as IT outsourcing, semiconductor, financial and business services, and enterprise software and maintenance.
About The AIPMM
The Association of International Product Marketing and Management (AIPMM), founded in 1998, promotes worldwide excellence in product management education and provides training, education, certification and professional networking opportunities. With members in 65 countries, the AIPMM is the Worldwide Certifying Body of product team professionals and offers globalized trainings and credentials localized for specific markets designed to meet the challenges of a constantly changing business landscape. As the only professional organization that addresses the entire product lifecycle from inception to obsolescence in any industry, the AIPMM supports strategic partners with offerings in Europe, the Middle East, Australia, and SouthEast Asia, as well as North America.
AIPMM Membership benefits include the national Product Management Educational Conference, regional conferences, the Career Center, peer Forums, tools, templates, publications and eligibility to enroll in the Certification Programs. The Agile Certified Product Manager® (ACPM), Certified Product Manager® (CPM), Certified Product Marketing Manager® (CPMM), Certified Brand Manager® (CBM), and Certified Innovation Leader (CIL) programs allow individual members to demonstrate their level of expertise and provide corporate members an assurance that their product professionals are operating at peak performance.
http://www.AIPMM.com
Subscribe: http://www.aipmm.com/subscribe
LinkedIn: http://www.linkedin.com/company/aipmm
Membership: http://www.aipmm.com/join.php
Certification: http://aipmm.com/html/certification
Webinar Series: http://aipmm.com/aipmm_webinars/
Articles: http://www.aipmm.com/html/newsletter/article.php
Moderated by Cindy F. Solomon, CPM, CPMM
Founder, Global Product Management Talk @ProdMgmtTalk
http://www.prodmgmttalk.com
http://bit.ly/nbw9Yr
Please visit our online professional network and join our community of Automotive Social Media Marketing professionals at http://www.ADPsocialMarketing.com
Webinar Slides: How Mobile is Reshaping Financial Advice Xignite
The surging popularity of mobile applications on smartphones and tablets is transforming how investors consume financial information. This technological transformation is already impacting traditional client/advisor communications, but debate rages—just like it did in the late 90’s with the advent of the web--about how significant the impact will be and where the transformation will lead us.
How Intelligence Helps Business Make Better Decisions in Unpredictable TimesIntelCollab.com
What have we learned in the past 20 years about aligning intelligence leadership, priorities, personnel, processes and systems with strategic effectiveness and organizational performance?
Social Marketing: This ROI is Too Good to be TrueAaron Strout
Slides from the 3/25 webcast with Kathy Warren, VP Account Planning of Powered, Brian Halligan, CEO of Hubspot and Bill Harvey, CEO of TRA. Kathy, Brian and Bill talk about real ROI that companies can expect from social marketing and social media efforts.
Webcast: Optimize Your Content Marketing to Facilitate the Buyer's JourneyAlinean, Inc.
Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.
Why the crisis in confidence and how can you insure that your content marketing investments are effective?
This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.
Webcast: Optimize Your Content Marketing to Facilitate the Buyer's JourneyAlinean, Inc.
Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.
Why the crisis in confidence and how can you insure that your content marketing investments are effective?
This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.
For marketing executives, content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:
How much are your peers spending and what strategies / tactics are they using?
How are the top-performers different, and what best practices are they using to drive better content marketing effectiveness?
What tools are available to help you easily benchmark your spending, measure effectiveness and drive a content marketing optimization roadmap?
At the end of the webinar you will be provided with:
Access to the original research reports,
A complimentary Content Marketing Optimization Assessment.
Today's economic climate has lead most companies to be more budget constrained and risk adverse than ever before. As a result, more project strategies and purchase decisions have been shifted upwards. This trend makes it more important to implement marketing programs that enable sales teams to engage and sell to senior level executives directly. Yet these executives are suffering from Frugalnomics – more overloaded, skeptical and frugal than ever before – plus they are plain busy, making successful engagements harder than ever.
In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important questions:
How can you overcome Frugalnomics to better reach, engage and sell senior level executives?
What techniques work best to break-the-ice and engage with value?
What needs to change when traditional lead generation programs aren't yielding the same return?
Based on proven methods, implemented by B2B leaders such as HP, IBM and Microsoft, this webinar will present 5 proven and practical ways, with specific case studies, of how to best break through the noise and achieve senior level engagement success.
Our speakers will guide you through specific advice and examples to achieve better revenue marketing effectiveness with senior level executives. This webinar is recommended for marketing and sales executives, content marketers and sales enablement teams who need to better connect, engage and sell.
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
Vlerick Sales Forum & Deloitte Study: Sales & Procurement: Friends or Foes?Vlerick Business School
The key finding of a recent Harvard Business Review article that Solution Selling was dead, came as a rude wake-up call to a lot of companies that were just beginning to embrace the solution selling concept. One of the key suggestions from that article suggested that salespeople work together with the procurement team at the customer to make sure that the procurement professionals actually “internally sell” the salespeople’s solution. This is quite surprising, considering the fact that traditional sales models encourage sales people to go around the procurement organization, which in turn is not appreciated by the buyers.
But is this still really the reality on the field- Are sales and procurement enemies or can they actually be friends. Together with Deloitte Belgium the Vlerick Sales cluster set out to try and understand the current feelings prevalent amongst salespeople and their procurement counterparts. They also focused on internal issues both for sales and procurement within their own organizations and how this affected the relationship outcomes.
With FirstRain’s Business Monitoring Engine, organizations can easily uncover intelligence on their customers and competitors—tracking critical events, understanding their markets, spotting emerging threats and identifying sales triggers. Unlike content aggregators and lead-management tools, FirstRain’s patented semantic-analytics technology instantly cuts through the clutter of the consumer Web, delivering only highly-relevant customer and competitor intelligence.
AIPMM Webinar: Offering Tiers and Levers to Control Price NegotiationsAIPMM Administration
Mark Burton is co-founder of Holden Advisors and a strategic marketing expert for more than 16 years. As a formulator of the firm’s project methodologies and analytical processes, Mark is the driving force in creating offering and pricing strategies for firms in industries such as IT outsourcing, semiconductor, financial and business services, and enterprise software and maintenance.
About The AIPMM
The Association of International Product Marketing and Management (AIPMM), founded in 1998, promotes worldwide excellence in product management education and provides training, education, certification and professional networking opportunities. With members in 65 countries, the AIPMM is the Worldwide Certifying Body of product team professionals and offers globalized trainings and credentials localized for specific markets designed to meet the challenges of a constantly changing business landscape. As the only professional organization that addresses the entire product lifecycle from inception to obsolescence in any industry, the AIPMM supports strategic partners with offerings in Europe, the Middle East, Australia, and SouthEast Asia, as well as North America.
AIPMM Membership benefits include the national Product Management Educational Conference, regional conferences, the Career Center, peer Forums, tools, templates, publications and eligibility to enroll in the Certification Programs. The Agile Certified Product Manager® (ACPM), Certified Product Manager® (CPM), Certified Product Marketing Manager® (CPMM), Certified Brand Manager® (CBM), and Certified Innovation Leader (CIL) programs allow individual members to demonstrate their level of expertise and provide corporate members an assurance that their product professionals are operating at peak performance.
http://www.AIPMM.com
Subscribe: http://www.aipmm.com/subscribe
LinkedIn: http://www.linkedin.com/company/aipmm
Membership: http://www.aipmm.com/join.php
Certification: http://aipmm.com/html/certification
Webinar Series: http://aipmm.com/aipmm_webinars/
Articles: http://www.aipmm.com/html/newsletter/article.php
Moderated by Cindy F. Solomon, CPM, CPMM
Founder, Global Product Management Talk @ProdMgmtTalk
http://www.prodmgmttalk.com
http://bit.ly/nbw9Yr
Please visit our online professional network and join our community of Automotive Social Media Marketing professionals at http://www.ADPsocialMarketing.com
Webinar Slides: How Mobile is Reshaping Financial Advice Xignite
The surging popularity of mobile applications on smartphones and tablets is transforming how investors consume financial information. This technological transformation is already impacting traditional client/advisor communications, but debate rages—just like it did in the late 90’s with the advent of the web--about how significant the impact will be and where the transformation will lead us.
How Intelligence Helps Business Make Better Decisions in Unpredictable TimesIntelCollab.com
What have we learned in the past 20 years about aligning intelligence leadership, priorities, personnel, processes and systems with strategic effectiveness and organizational performance?
Social Marketing: This ROI is Too Good to be TrueAaron Strout
Slides from the 3/25 webcast with Kathy Warren, VP Account Planning of Powered, Brian Halligan, CEO of Hubspot and Bill Harvey, CEO of TRA. Kathy, Brian and Bill talk about real ROI that companies can expect from social marketing and social media efforts.
Webcast: Optimize Your Content Marketing to Facilitate the Buyer's JourneyAlinean, Inc.
Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.
Why the crisis in confidence and how can you insure that your content marketing investments are effective?
This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.
Webcast: Optimize Your Content Marketing to Facilitate the Buyer's JourneyAlinean, Inc.
Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.
Why the crisis in confidence and how can you insure that your content marketing investments are effective?
This webinar, conducted by Tom Pisello, the ROI Guy & Chairman/Founder of Alinean, will discuss the latest content marketing research and the significance it has on setting your budget, driving strategy and tactics and optimizing return on investment.
For marketing executives, content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:
How much are your peers spending and what strategies / tactics are they using?
How are the top-performers different, and what best practices are they using to drive better content marketing effectiveness?
What tools are available to help you easily benchmark your spending, measure effectiveness and drive a content marketing optimization roadmap?
At the end of the webinar you will be provided with:
Access to the original research reports,
A complimentary Content Marketing Optimization Assessment.
Today's economic climate has lead most companies to be more budget constrained and risk adverse than ever before. As a result, more project strategies and purchase decisions have been shifted upwards. This trend makes it more important to implement marketing programs that enable sales teams to engage and sell to senior level executives directly. Yet these executives are suffering from Frugalnomics – more overloaded, skeptical and frugal than ever before – plus they are plain busy, making successful engagements harder than ever.
In this webinar we will discuss ways you can fight Frugalnomics, and answer the following important questions:
How can you overcome Frugalnomics to better reach, engage and sell senior level executives?
What techniques work best to break-the-ice and engage with value?
What needs to change when traditional lead generation programs aren't yielding the same return?
Based on proven methods, implemented by B2B leaders such as HP, IBM and Microsoft, this webinar will present 5 proven and practical ways, with specific case studies, of how to best break through the noise and achieve senior level engagement success.
Our speakers will guide you through specific advice and examples to achieve better revenue marketing effectiveness with senior level executives. This webinar is recommended for marketing and sales executives, content marketers and sales enablement teams who need to better connect, engage and sell.
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
Demand Generation Tools Webcast: Drive more leads with Alinean value-marketin...Alinean, Inc.
Generate more demand.
- Personalize to connect better with overloaded / skeptical buyers
- Engage better with diagnosis and value quantification
- Drive 50% more leads than traditional content marketing
- More quickly advance prospects through buying lifecycle
- Double number of visitor to buyer conversions
Sound impossible?
It's not with Alinean Demand-Gen Tools.
Interactive White Paper Webcast: Increase content marketing effectivenessAlinean, Inc.
White papers remain the most important content to help buyers make purchase decisions – helping buyers to understand opportunities, understand solution options and understand the competitive differences of your solution vs. others.
However, in today's world of information overload, white paper download rates have declined, and your investment in traditional white paper marketing campaigns is not as effective as it used to be.
Staying Ahead of the Joneses: Retail Automation in 2010VDC Research Group
These slides are from a webcast originally presented on 7/28/10. During this webcast, Chris Rezendes, Executive Vice President of VDC Research, presents the latest data from our 2010 Retail & Transaction Automation Equipment Business Planning Service. Specifically, he discusses: The current state of retailer budgeting and spending on retail automation technology, retailers’ current and expected strategic & operational priorities and how they translate into specific technology investments, the progress being made in defining ROI for next-gen retail automation solutions and the key factors shaping the managed services deployment trend.
Stores Under Siege: Balancing Sales, Service and Execution in an All-Channel ...RedPrairie
Traditional bricks-and-mortar stores are still the primary way people acquire merchandise. As physical retailers’ extension into a multi-channel world grows – along with consumers’ expectations – the pressure on retail stores to be the heartbeat of an all-channel customer experience has never been greater. Making the most of every dollar invested in labor is critical to ensuring optimal service levels, timely task execution, maximum revenue and loyalty-building store visits.
In this presentation, Dave Bruno, Director of Commerce Studies for RedPrairie, explores the latest research into the challenges facing modern retail workforce managers and discusses modern techniques that many leading companies leverage to engage, empower and mobilize their workforce to deliver optimal all-channel store experiences.
Big data and the bi wild west kognitio hiskey mar 2013Kognitio
This session reviews “Big Data” case studies from media analysis, retail analytics and customer loyalty that go beyond the data warehouse and Hadoop. Disruption from the “Facebook generation,” armed with iPads, Droid Phones and netbooks brings a melee of new tools, devices and data sources. An analytical platform is the ‘Golden Spike’ to hitch stable, proven, and mature BI solutions with the data frontier—deep analytics, predictive modeling, sentiment analysis, etc. to enable competitive advantage.
-or- “Big Data and the BI Wild West: Don’t Bring an Elephant to a Gun Fight!”
-or- “Big Data and the BI Wild West: Don’t Bring an Elephant to a Gun Fight!”
Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Are you trying to make sense out of this fast-changing marketing automation environment? Or, better yet, are you trying to find ways to deliver on that long-term lead nurturing strategy that you so eloquently sold to your execs last year? Then, join us as we tackle some of the great myths about automated lead nurturing. Using real-world examples
of Pardot in action, you will see how to overcome the hurdles that stand in the way of executing effective automated marketing and offer sage advice to help generate the promised results from your marketing automation system.
Similar to Sales Enablement Tools Webcast: Make sales more effective with Alinean value-selling tools (20)
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.
Better Executive Conversations - Financial Peer Comparisons and Financial Jus...Alinean, Inc.
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.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Too...Alinean, Inc.
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.
Financial Peer Comparison and the Value of “Move the Needle"Alinean, Inc.
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.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment ToolsAlinean, Inc.
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.
Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conv...Alinean, Inc.
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.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Too...Alinean, Inc.
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.
Executive Conversations - Leveraging Financial Peer Comparisons to Engage Ear...Alinean, Inc.
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.
Webinar - Executive Conversations and ROI with Financial Peer comparison and ...Alinean, Inc.
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.
SiriusDecisions: What a Buyer Wants, What a Seller Needs - The importance of ...Alinean, Inc.
You need to arm your sales reps with the right messaging, content and tools to make them more successful, but exactly what works best, and what should you be investing more in this year to assure sales success?
In this presentation, SiriusDecisions reveals important research on just what buyers are looking for from B2B solution providers, and what you can do to meet these needs and get your sales reps to be even more successful.
Nancy Maluso, Research Director for Sales Enablement Strategies at SiriusDecisions exposes the right messaging, content and tools you need to facilitate buyer decision making and drive more wins, especially how more personalized, value-focused and data driven content and tools are now required.
Recommended for:
• Sales Enablement
• Product and Content Marketing
• Sales Leadership
• Value Consultants / Practice Leaders
Presented By: Nancy Maluso, SiriusDecisions Research Director, Sales Enablement Strategies and Tom Pisello, Alinean, CEO and Founder.
Business Value Summit Keynote - IDC + Alinean - Why Financial Justification /...Alinean, Inc.
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.
Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage...Alinean, Inc.
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
SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO To...Alinean, Inc.
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
The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI f...Alinean, Inc.
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.
SiriusDecisions Sales Content Secrets - Aligning to Customer Needs and Challe...Alinean, Inc.
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.
Value Selling & Realization VSR Summit - The Importance of Getting Value / RO...Alinean, Inc.
Keynote for the Value Selling and Realization Summit (VSR Summit) on the importance of getting value selling / ROI consulting right with B2B buyers / prospects. Featured Jim Ninivaggi from SiriusDecisions / Strategy to Revenue and Tom Pisello, the ROI Guy / CEO of Alinean (value sales and marketing tool experts).
SiriusDecisions - Death of the B2B Rales Rep?- An Interview with Jim Ninivag...Alinean, Inc.
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.
Unisys Case Study - New Product Launch Success - From Product Pitch to Value ...Alinean, Inc.
Assuring New Launch Success: Migrating from Product to Value
Jim Howard, Solution Architect at Unisys
Unisys, a global IT solutions company, was readying for the launch of two new products:
1. Forward! - a new converged infrastructure solution for the secure data center
2. Desktop as a Service (DaaS) – personal computing delivered more efficiently as a service.
It was important to generate immediate demand for these new products, and get new sales reps up to speed in order to effectively sell the solution.
But how could Unisys quickly and effectively educate prospects on the value of these solutions, and differentiate them uniquely from other offerings?
In this informative session, Jim Howard from Unisys will be interviewed, discussing his new product launch challenges, which are likely similar to your own, and ways he leveraged value messaging, provocative insights, value marketing / ROI tools and training to achieve success.