A sales team has been struggling to make quota for some time, but now has an exciting new opportunity. Three new prospects have been identified, and are anxious to engage. The team divvies up the opportunities and goes to work pitching the buyers.
Will the team achieve success and get the deals, or start the year off on the wrong foot?
In this webinar we hear their story and learn their fate.
Join Alinean’s Chairman and Founder Tom Pisello, the ROI Guy, as he recounts the tale, in this entertaining and educational webcast designed for sales leadership and enablement professionals.
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™.
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?
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
More than 70% of B2B purchase cycles are self-directed, trust-based, social — and invisible to vendors and suppliers. Buyers place more importance on the lifetime experience than the purchase, and they expect to realize value long before they purchase your solution. These days, it’s about the journey, not the ultimate purchase.
So how do you reach these 70% to influence their buying decisions – when they haven’t visited your site yet?
On December 6, 2011, Optify and Search Marketing hosted a free webcast on how to market along the buyer’s journey. The live webcast was led by Erez Barak, VP of Products and co-founder at Optify, and Christine Crandell, President of New Business Strategies, a marketing strategy consulting firm. Following the presentation, the speakers participated in a Q&A session gathered from the webinar attendees.
Watch the webcast to learn:
How to identify the stages of the Buyer’s Journey
How to align marketing and sales to the Buyer’s Journey
Why companies can accelerate their revenue cycle with this approach
The full recording and Q&A are available here -http://www.optify.net/webinars/marketing-along-the-buyers-journey/?preview=true&preview_id=28240&preview_nonce=07821c66ee
With raw materials prices increasing across a broad range of commodities and further inflation likely as the world economy continues to recover, maintaining margins is increasingly difficult. The higher and more frequent cost increases become, the greater the adverse effect from delays in passing them through. Still, in competitive industries, no competitor wants to take the lead in raising prices and the ire of customers.
In this 30-minute webinar, renowned pricing strategist Tom Nagle shares his perspectives on how organizations have succeeded in meeting this challenge in the past.
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™.
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?
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
More than 70% of B2B purchase cycles are self-directed, trust-based, social — and invisible to vendors and suppliers. Buyers place more importance on the lifetime experience than the purchase, and they expect to realize value long before they purchase your solution. These days, it’s about the journey, not the ultimate purchase.
So how do you reach these 70% to influence their buying decisions – when they haven’t visited your site yet?
On December 6, 2011, Optify and Search Marketing hosted a free webcast on how to market along the buyer’s journey. The live webcast was led by Erez Barak, VP of Products and co-founder at Optify, and Christine Crandell, President of New Business Strategies, a marketing strategy consulting firm. Following the presentation, the speakers participated in a Q&A session gathered from the webinar attendees.
Watch the webcast to learn:
How to identify the stages of the Buyer’s Journey
How to align marketing and sales to the Buyer’s Journey
Why companies can accelerate their revenue cycle with this approach
The full recording and Q&A are available here -http://www.optify.net/webinars/marketing-along-the-buyers-journey/?preview=true&preview_id=28240&preview_nonce=07821c66ee
With raw materials prices increasing across a broad range of commodities and further inflation likely as the world economy continues to recover, maintaining margins is increasingly difficult. The higher and more frequent cost increases become, the greater the adverse effect from delays in passing them through. Still, in competitive industries, no competitor wants to take the lead in raising prices and the ire of customers.
In this 30-minute webinar, renowned pricing strategist Tom Nagle shares his perspectives on how organizations have succeeded in meeting this challenge in the past.
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.
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.
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.
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.
Selling Innovation in a Risk Averse EnvironmentRevelation Next
Presentation that focuses on selling new and innovative solutions more effectively. Topics include:
* The latest research on what clients really want and what stands in their way of getting it
* Leveraging the value of innovation in today's economic climate
* Sales principles and practices to identify client needs, and effectively position creative solutions
* Successfully addressing the internal sales challenges in market research firms with fresh solutions.
“You see these absolutely beautiful, well-programmed sites that are missing that key piece of saying the right things to the right people.”
That opinion was published in BtoB Magazine’s Interactive Marketing Guide for 2008. While we believe the underlying sentiment still rings true today, the point extends beyond web sites to many facets of digital (as well as offline) marketing.
Having attended Podcamp Philly a few years ago, we were impressed by the substance and impartiality of the many sessions. Yet the focus tended to be on the tactical (and often technical) levels of presenting and delivering messages.
WHAT ABOUT THE MESSAGE ITSELF?
We’ll explain the essence of strong, unique, and engaging brand communications (the tide) and how a well crafted platform will raise the effectiveness of the many digital tactics attendees will learn about in other Podcamp sessions: blogs, pay-per-click ads, SEO, social media, email marketing, and so on (the ships).
Attendees will gain a deeper understanding of: Branding myths; The impact of brands versus products; Key components + characteristics of persuasive brands/messages; Messaging pitfalls to avoid; Self-assessment questions to evaluate their own organization’s marketing assets + readiness
A campaign is only as good as its ability to reach—and motivate—its target audience(s). Join us and make sure your digital marketing efforts have the substance and style to move your market.
Increase content marketing effectiveness via Content Marketing Assessment ToolsAlinean, Inc.
Do you ever wonder whether your current B2B content marketing investments are optimized and how these efforts compare to your peers and best practice leaders?
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.
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.
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.
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.
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.
Selling Innovation in a Risk Averse EnvironmentRevelation Next
Presentation that focuses on selling new and innovative solutions more effectively. Topics include:
* The latest research on what clients really want and what stands in their way of getting it
* Leveraging the value of innovation in today's economic climate
* Sales principles and practices to identify client needs, and effectively position creative solutions
* Successfully addressing the internal sales challenges in market research firms with fresh solutions.
“You see these absolutely beautiful, well-programmed sites that are missing that key piece of saying the right things to the right people.”
That opinion was published in BtoB Magazine’s Interactive Marketing Guide for 2008. While we believe the underlying sentiment still rings true today, the point extends beyond web sites to many facets of digital (as well as offline) marketing.
Having attended Podcamp Philly a few years ago, we were impressed by the substance and impartiality of the many sessions. Yet the focus tended to be on the tactical (and often technical) levels of presenting and delivering messages.
WHAT ABOUT THE MESSAGE ITSELF?
We’ll explain the essence of strong, unique, and engaging brand communications (the tide) and how a well crafted platform will raise the effectiveness of the many digital tactics attendees will learn about in other Podcamp sessions: blogs, pay-per-click ads, SEO, social media, email marketing, and so on (the ships).
Attendees will gain a deeper understanding of: Branding myths; The impact of brands versus products; Key components + characteristics of persuasive brands/messages; Messaging pitfalls to avoid; Self-assessment questions to evaluate their own organization’s marketing assets + readiness
A campaign is only as good as its ability to reach—and motivate—its target audience(s). Join us and make sure your digital marketing efforts have the substance and style to move your market.
Increase content marketing effectiveness via Content Marketing Assessment ToolsAlinean, Inc.
Do you ever wonder whether your current B2B content marketing investments are optimized and how these efforts compare to your peers and best practice leaders?
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.
With more than 45% of all customers accessing product information via web sites, mobile devices and social channels before ever entering a store, the role of the merchant must continue to evolve.
More than ever before, merchants must strive to reach shoppers on a personal level and customize the shopping experience within all shopping channels. Today’s high performance retailing solutions provide critical answers that will guide retailers towards profitable encounters with each shopper.
Buyer Personas: The 5 Insights Every Marketer Needs to Nail - a webinar presentation by Adele Revella, Founder and President, Buyer Persona Institute, for Act-On Software, 2012
Webcast: How to improve sales tool adoptionAlinean, Inc.
In 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today's more empowered, skeptical and frugal buyer.
However, not unlike the majority of other marketing content and sales enablement deliverables, adoption might be lower than anticipated.
So how do you get the much needed sales tool usage to occur in 2012?
Join us for this practice filled webcast to learn the reasons why your sales tool adoption might be lagging, and the 10 specific actions you can take now to drive adoption and engagement success.
LeveragePoint discusses the downsides of relying too heavily on a cost/price control approach. We'll show a recent case example of a company facing the dilemma of stagnant growth - and how a value-based marketing and sales approach will save it.
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.
The Marketing side of Agile: 10 Secrets for SuccessSVPMA
The Marketing side of Agile: 10 Secrets for Success by Ron Brown at SVPMA Monthly Event September 2011
Go to link below for notes from this event
http://svpma.org/2011/09/september-2011-event/
The annals of commercial history are full of anecdotes about the B2B buyer-seller relationship. Variously described as a contest, a war, a win/win partnership, a value-adding collaboration, a strategic venture, there are very few sales people who don’t have an epic tale to tell about an encounter with a purchasing manager. And, on the other side of the fence, most procurement professionals have plenty to say about sales people!
We wanted to find out how the sales function interacts with procurement in 2012, and for this reason, we decided to re-run a survey we carried out in 2007 which revealed some stark messages about Sales’ preparedness for dealing with this rapidly evolving function. We also added some new questions to the original survey to make for a richer picture.
In essence, the research showed sales people being reactive, transactional, overly focused on face-to-face behavioural negotiation tactics, and unaware of the strategic, analytical and longer term methods being employed by, arguably, a superiorly-educated procurement profession.
Our conclusions are that sales and account management must:-
•Do their homework; undertake Analysis Before Action
•Recognise procurement is after your job as The New Trusted Advisor
•Understand the Levers of Power and Value at play in their key relationships
•Ditch any avoidance behaviour and accept that it’s now Time to Engage with Procurement
We debate the survey results from both the Sales and Procurement points of view, and suggest that no longer this issue can be ignored by suppliers where procurement is in the game.
www.fourpillars.co
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.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
1. TOM PISELLO, Chairman & Founder
Powering B2B sales to economic buyers
Blog: http://www.fightfrugalnomics.com
Twitter: @tpisello
http://www.alinean.com
Product, Solution or Value – You Decide!