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.
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.
Our Senior Insights Analyst, Jonathan Weindel, will walk through his analysis and findings on multithreading and relationship strength. Learn how multithreading can impact your deals and increase your win rates.
An interactive gaming publisher sought a way to transform its data model and capture mechanism to improve tracking and analysis of promotional activities and estimate the ROI for various promotional tactics. Learn more: http://www2.deloitte.com/us/en/pages/deloitte-analytics/articles/analytics-is-no-game-for-interactive-publisher.html
www.fullcircleinsights.com
Forrester analyst Allison Snow and Full Circle Insights President & CEO Bonnie Crater present a view of a marketing measurement infrastructure that generates actionable insights. Allison Snow presents the world of B2B data and measurement today, while Bonnie Crater shows you how to stand up your marketing reporting stack to make it work for you.
Webinar | Access Key Players - Improve Your Win RateAltify
While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered.
Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
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.
Our Senior Insights Analyst, Jonathan Weindel, will walk through his analysis and findings on multithreading and relationship strength. Learn how multithreading can impact your deals and increase your win rates.
An interactive gaming publisher sought a way to transform its data model and capture mechanism to improve tracking and analysis of promotional activities and estimate the ROI for various promotional tactics. Learn more: http://www2.deloitte.com/us/en/pages/deloitte-analytics/articles/analytics-is-no-game-for-interactive-publisher.html
www.fullcircleinsights.com
Forrester analyst Allison Snow and Full Circle Insights President & CEO Bonnie Crater present a view of a marketing measurement infrastructure that generates actionable insights. Allison Snow presents the world of B2B data and measurement today, while Bonnie Crater shows you how to stand up your marketing reporting stack to make it work for you.
Webinar | Access Key Players - Improve Your Win RateAltify
While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered.
Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
On the back of new exclusive research, Navatar and Exit Strategies have identified the leading causes preventing private equity firms from successfully sourcing and closing proprietary deals.
From misestimating the time required to nurture a deal, to entering negotiations rooms with the wrong mentality, watch this webinar to learn what fallacies may be preventing your deal sourcing engine from humming.
Topics discussed include:
- Exclusive survey results that test your key deal origination assumptions
- Why poorly packaged information shouldn’t be your biggest dealmaking worry
- How to let things flow naturally during meetings with target company execs
- Valuations, terms or chemistry? Which variable deserves your primary focus
Få et værdifuldt indblik i, hvordan købsprocessen har ændret sig - og hvordan Social Selling kan hjælpe med at adressere forandringen. Jessica Sandberg fra LinkedIn giver en update på Social Selling med masser af indsigt og tips til, hvordan du anvender LinkedIn i det daglige salgsarbejde. Indlægget er på engelsk.
v. Jessica Sandberg, Enterprise Account Executive, LinkedIn
Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Mi...Apttus
Across organizations, at the end of the month or quarter, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins actually be costing millions? Attend this session to learn how sales operations can help solve this “hockey stick effect” at the end of period and proven strategies for solving this costly problem.
As technology has evolved and become increasingly pervasive, there isn’t a business function that isn’t in some way enabled by technology. View this presntation to learn more about IT hosting.
The Science of Sales Transformation: Five Proven Steps You Must Take To WinApttus
Why do some sales organizations succeed while others don’t? It’s the question we’re all asking. InsideSales.com conducted a rigorous study to find the answer. The conclusion: there are five scientific steps sales organizations must master to win. In his presentation, sales transformation expert Ken Krogue reveals the five steps and clearly explains how sales leaders can implement them to achieve revolutionary organizational improvement.
This is a presentation I made at the Loyalty summit in Mumbai in India. Please note that videos have been removed.
It's focus is on how we can use gamification and digital strategy in developing stronger customer experiences and lasting customer loyalty
Sote ICT Business Ideas Competition Form 2017Sote ICT
This is the application form prepared by Jana Desiatnikova for the business ideas competition for Sote ICT Clubs in 2017 for a small groups of 2-4 students.
Digital Branding - acquisition through to transaction by Andrew BergstromKevin Pledge
Session 2 from Acceptiv Online Distribution Conference Sept 2017. Designing a front-end acquisition engine to pull prospective customers through to an online transaction platform. This presentation will identify how to build a customer acquisition engine front-end that is hyper-efficient, measurable and seamless through to an online transaction platform.
Sales Webinar | Maximize Revenue In Key AccountsAltify
Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts?
Áine Denn, EVP of EMEA for The TAS Group has been traveling around the world, evangelizing on this critical initiative for selling organizations. Learn her strategies on Maximizing Revenue in Key Accounts.
Sales Webinar | Making Deal Coaching Work in Opportunity Management Altify
Coaching increases sales productivity by 88% percent, but many companies fail to embed coaching in their sales organizations.Kevin McDonald of The TAS Group outlines the 10 elements of Great Opportunity Management and shows you how to easily make deal coaching part of the sales team's DNA.
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.
A New Era of B2B Sales: Three Strategies Growth Leaders Must Implement Today ...saastr
Back-to-back seismic catalysts have reshaped our society, accelerating the digitization of buying and selling. Today’s economic headwinds will hasten the arrival of a new era in B2B sales. As efficiency and effectiveness become the mots du jour, sales leaders will need to arm their teams with top-tier sales technology, retain the very best talent, and ensure their sellers engage with insights and
intelligence.
Join Mary Shea, Global Innovation Evangelist at Outreach, as she shares her vision for the future of sales and provides growth leaders with actionable advice to succeed in today’s dynamic marketplace.
On the back of new exclusive research, Navatar and Exit Strategies have identified the leading causes preventing private equity firms from successfully sourcing and closing proprietary deals.
From misestimating the time required to nurture a deal, to entering negotiations rooms with the wrong mentality, watch this webinar to learn what fallacies may be preventing your deal sourcing engine from humming.
Topics discussed include:
- Exclusive survey results that test your key deal origination assumptions
- Why poorly packaged information shouldn’t be your biggest dealmaking worry
- How to let things flow naturally during meetings with target company execs
- Valuations, terms or chemistry? Which variable deserves your primary focus
Få et værdifuldt indblik i, hvordan købsprocessen har ændret sig - og hvordan Social Selling kan hjælpe med at adressere forandringen. Jessica Sandberg fra LinkedIn giver en update på Social Selling med masser af indsigt og tips til, hvordan du anvender LinkedIn i det daglige salgsarbejde. Indlægget er på engelsk.
v. Jessica Sandberg, Enterprise Account Executive, LinkedIn
Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Mi...Apttus
Across organizations, at the end of the month or quarter, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins actually be costing millions? Attend this session to learn how sales operations can help solve this “hockey stick effect” at the end of period and proven strategies for solving this costly problem.
As technology has evolved and become increasingly pervasive, there isn’t a business function that isn’t in some way enabled by technology. View this presntation to learn more about IT hosting.
The Science of Sales Transformation: Five Proven Steps You Must Take To WinApttus
Why do some sales organizations succeed while others don’t? It’s the question we’re all asking. InsideSales.com conducted a rigorous study to find the answer. The conclusion: there are five scientific steps sales organizations must master to win. In his presentation, sales transformation expert Ken Krogue reveals the five steps and clearly explains how sales leaders can implement them to achieve revolutionary organizational improvement.
This is a presentation I made at the Loyalty summit in Mumbai in India. Please note that videos have been removed.
It's focus is on how we can use gamification and digital strategy in developing stronger customer experiences and lasting customer loyalty
Sote ICT Business Ideas Competition Form 2017Sote ICT
This is the application form prepared by Jana Desiatnikova for the business ideas competition for Sote ICT Clubs in 2017 for a small groups of 2-4 students.
Digital Branding - acquisition through to transaction by Andrew BergstromKevin Pledge
Session 2 from Acceptiv Online Distribution Conference Sept 2017. Designing a front-end acquisition engine to pull prospective customers through to an online transaction platform. This presentation will identify how to build a customer acquisition engine front-end that is hyper-efficient, measurable and seamless through to an online transaction platform.
Sales Webinar | Maximize Revenue In Key AccountsAltify
Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts?
Áine Denn, EVP of EMEA for The TAS Group has been traveling around the world, evangelizing on this critical initiative for selling organizations. Learn her strategies on Maximizing Revenue in Key Accounts.
Sales Webinar | Making Deal Coaching Work in Opportunity Management Altify
Coaching increases sales productivity by 88% percent, but many companies fail to embed coaching in their sales organizations.Kevin McDonald of The TAS Group outlines the 10 elements of Great Opportunity Management and shows you how to easily make deal coaching part of the sales team's DNA.
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.
A New Era of B2B Sales: Three Strategies Growth Leaders Must Implement Today ...saastr
Back-to-back seismic catalysts have reshaped our society, accelerating the digitization of buying and selling. Today’s economic headwinds will hasten the arrival of a new era in B2B sales. As efficiency and effectiveness become the mots du jour, sales leaders will need to arm their teams with top-tier sales technology, retain the very best talent, and ensure their sellers engage with insights and
intelligence.
Join Mary Shea, Global Innovation Evangelist at Outreach, as she shares her vision for the future of sales and provides growth leaders with actionable advice to succeed in today’s dynamic marketplace.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
Improving Sales Force Performance and EffectivenessL.E.K. Consulting
L.E.K. Managing Director Chris Kenney spoke at a Chief Executive Network event on improving sales force performance and effectiveness. See his presentation here.
Organizations may think they know their customers, but Beyond Philosophy’s latest thought leading research demonstrates that customers feel very differently. In many cases there is a significant gap between the experience organizations think they are providing, and the experience customers actually receive
Selling With Values and Integrity: Creating a Purpose-Driven Sales CultureIntegrity Solutions
Will the culture you build in the sales organization help you meet your 2020 goals? In the rush to embrace everything changing about the sales profession, it’s easy to overlook the enduring qualities that have always been true of great salespeople, and that are often embodied in culture. These include the ability to engender buyers’ trust, and to build long term relationships vs. simply “going for the win.” These qualities are rooted in the personal and corporate values your customers perceive in sellers and the companies they represent.
Organizations that are purpose-driven - with strong, values-based sales cultures - wield significant competitive advantages and often grow faster than those that are not. Their customers are more loyal and would tell others to buy from their companies. And they achieve higher profitability per customer and compete more favorably for talent. Salespeople who derive meaning from their work report almost twice the job satisfaction and are three times more likely to stay with their organization. By putting values at the center of their sales processes, organizations are generating strong tailwinds that push sellers to greater levels of motivation and achievement drive. And they create brands that are enduring and memorable.
This webinar presents evidence on culture's economic value, while offering a step-by-step approach to establishing a more values-based sales culture that elevates passion, drive, differentiation and revenues.
Organizations may think they know their customers, but Beyond Philosophy’s latest thought leading research demonstrates that customers feel very differently. In many cases there is a significant gap between the experience organizations think they are providing, and the experience customers actually receive
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.
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.
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.
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.
Are White Papers Dead? Advance your B2B marketing campaigns from one-size-fit...Alinean, Inc.
White papers have been the mainstay of B2B marketing campaigns for decades, but each year the effectiveness of white paper fueled marketing / demand generation (demand-gen) campaigns is on the decline. Information overload, short attention span theater and personalization expectations are just a few of the reasons why relying on white papers to drive demand / generate qualified leads is not enough.
You need to advance your marketing into the 21st century with more interactive, dynamic personalized content that articulates your value to prospects / buyers / customers.
ValueStory Marketing Tools combine visual storytelling / whiteboards, provocative insights, diagnostic assessments, financial justification / ROI / TCO calculators to deliver a personalized one-to-one engagement and white paper deliverable.
Learn more at http://www.alinean.com