Are your prospects placing enough of a priority on the issues you are addressing, or even aware of the challenges you are trying to address? Today's buyer has been forced to do-more-with-less, and in fewer hours than ever before to uncover and prioritize challenges, 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? In this webinar you will learn about provocative selling tools used by world class sales enablement / marketing teams to meet the demands of today's more empowered, skeptical and frugal buyer. In this webinar you will learn how to: - Use a diagnostic approach to confirm existing issues and illuminate new challenges - Apply benchmarking to prioritize challenges and recommend the right solutions - Deliver compelling value to engage higher in the organization and elevating to trusted strategic advisor

1. Challenge the “Do Nothing” Buyer
with Provocative Assessments
Tom Pisello
CEO & Founder
The ROI Guy
Twitter: @tpisello
@AlineanROI

2. Frugal
Cost of doing nothing + value of change >
risks + costs of change
Skeptical
More risk averse than ever
Tired of traditional pitches
Need personalized & Overloaded
compelling insight Doing-more-with-less
> 100 emails, > 10 calls/day
Less time for vendors
In Control
Fueled by Internet & social media
Opportunities, you & your competition
Inviting sales later (> 65% along)

3. Of deals are not lost to competition,
instead are lost to the “Do Nothing” buyer
(Sales Benchmark Index)
Current Issues?
Practices
Spending
Risks / Cost of “Doing Nothing”
Peer Pressure
Potential Value of Change?

4. Survey
Score
Benchmark Comparison
Issue Identification
Solution Recommendations
Value of Change
Next Steps

5. CMI Content Marketing Assessment
http://www.contentmarketinginstitute.com/assessment/

6. Profile the Customer
Industry, Location and Size
Role in Decision Making Process

7. Profile Product Sales & Marketing
Better Determine the Correct Peer Benchmarks for Comparison

8. Content Marketing Goals & Measurement Practices
Measure Current Practices – Goals and Measurement

9. Content Marketing Management & Production
Measure Current Practices – Management & Production

10. Content Marketing Strategy
Measure Current Practices – Strategy

11. Content Marketing Spending
Measure Current Practices – Spending Levels

12. Content Marketing Effectiveness
Measure Current Practices – Program Effectiveness

13. Content Marketing Results Summary
Present an Overview of Results
Prompt for Full Report Download (Registration usually required)

14. Personalized PDF Assessment
Comparison to Peer Benchmarks
Pinpoint Issues
Raise Priority
Solution Recommendations
Custom Call to Action (Role Based)

15. Industry, Location & Size
Personalize Buyer’s Role in Purchase Decision
Current vs. Best Practice Benchmarks
Challenge Identify Issues
Quantify Value of Change
Intelligent Solution Recommendations
More Visuals & Less Text
Engage Contrast – Before vs. After
Social Stories – User Successes
& Social Sharing

16. Informatica Data Integration Maturity Assessment
Click here to access tool

17. Next Steps and Resources
• The Opportunity
• The Solutions
– Value Marketing
– Value Selling
• The Proof
• Resources and Insight
– Fight Frugalnomics Resource Center