Financial Peer Comparison and the Value of “Move the Needle"

•Download as PPTX, PDF•

0 likes•324 views

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.

Sales

The Value of “Move the
Needle”
Betty McNeil, SVP
bmcneil@Alinean.com
www.Alinean.com
Copyright © 2001—2017

Why execs don’t meet with your
sales reps?
62%
Salespeople who call on execs are
knowledgeable about their products
and services
42%
Knowledgeable
the exec’s
industry
But only…
24%
Understand
the exec’s
business
22%
Understand
exec’s issues
and where
they can help
Are vendor sales people
frequently prepared for your
meetings in the following
ways?
Forrester
Copyright © 2001—2017

Until we meet again?
20%
Of sales people
meet
expectations
1 in
4Get agreement
to meet again
What makes a conversation
valuable for business
executives?“How do buyers define what is valuable?” (Top
three for all executives)
1 The salesperson clearly shows
they understand my business
issues and can clearly articulate
to me how to solve them
(68%)
2 The meeting helps me think about
how to solve a business problem
(55%)
3 The salesperson shares insights
with me that I did not consider
before.
(50%)
Base: 418 executive-level buyers at global companies of 100 or more employees
Source: November 22, 2013: “What Do Executive Buyers Find Valuable?” Forrester
Report
Copyright © 2001—2017

The pressure of peers
CXO buyers rely heavily on colleagues,
personal networks & third-party experts in
forming their opinions about what to buy
30% 15% 25%
Copyright © 2001—2017

Introducing
the
Alinean Peer
Comparison
ToolFinancial
insights and
comparisons
Financial
performance
>60,000
worldwide
companies
Calculates
“Move the
Needle” =
Value of
change
Comprehensive
analysis
presentation
SFDC
integrati
on
Copyright © 2001—2017

Customize
d reports
Copyright © 2001—2017

Empowering financial and business
expertise…
For Sales, Value
Consultants and Channel
Partners
For Marketing: Account
based marketing
Notebook / Tablet optimized
Reason for
executive
meeting
Engage
earlier and
higher
Learn more at:
alinean.com/peer-comparison-
tool
Copyright © 2001—2017

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.

Communicating Value in B2B Interactions

Prateek Chatterji

Using Data For Business Success

Cody Bernard

What We Learned Working with The Challenger Customer by CEB

Simplifilm

Deal Wins in the Final Hour: How End-of-Month Sales Strategies are Costing Mi...

Apttus

The Science of Sales Transformation: Five Proven Steps You Must Take To Win

Apttus

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.

Making an Impact on the Organization Through Thoughtful Goal Setting

Totango

Winning New Business

Cody Bernard

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.

The Challenger Customer •New Realities of B2B Buying and Selling by Bryan Eh...PHX Startup Week

Leveraging Analytics to Drive Customer Success

Apttus

Verizon TechMixer Case Study

davechris870

Casey Cunningham 4 Pillars of Top Producers for Mortgage Coach

Mortgage Coach

The W3 Approach To Marketing Strategy

joeparent

W3 marketing strategyjoeparent

Build a Better Business

Kathy Herrmann