Webcast: How to improve sales tool adoption

•

0 likes•257 views

The document discusses 10 ways to improve sales tool adoption. It suggests providing introductory training, briefs in sales communications, sales portals, roadshow trainings, and interactive coaching to educate salespeople. It also recommends offering incentives for using the tools by highlighting how they can reduce sales cycles, increase deal sizes and win rates. The document advises aligning the tools with salespeople's workflows by integrating them into CRMs and sales playbooks. It notes that continuous reinforcement is needed due to sales turnover and short attention spans.

TOM PISELLO, Chairman & Founder

Powering B2B sales to economic buyers

Blog: http://www.fightfrugalnomics.com

Twitter: @tpisello

http://www.alinean.com

10 Ways to Immediately Improve Sales Tool
Adoption

Is There a Way to Improve Sales Tool Adoption?

© 2011 Alinean, Inc.
2

The More Things Change, the More they Remain the Same

© 2011 Alinean, Inc.
3

#1 - All Sales Sees is All There Is

Introductory Training
Briefs in Sales Newsletters/Emails
Sales Portals and Playbooks
Road-show Trainings

Description & Purpose?
When to Best Use?
Who to Use With?
How to Best Use?
Where to Find It?

© 2011 Alinean, Inc.
4

#2 - A Change is Gonna Come

© 2011 Alinean, Inc.
5

#3 - Where are We Going?

Versus

© 2011 Alinean, Inc.
6

#4 - Lean on Me

Interactive Coaching
Remote Support
Deal Desk

© 2011 Alinean, Inc.
7

#5 - Show Me the Money

$ incentive for using

Engage higher (where 85% of decisions made)
20% less sales cycle
30% increase in deal size
60% increase in win rates
IDC

© 2011 Alinean, Inc.
8

#6 - Birds of a Feather

What?
Why?
Vision for Use?
Support?
Incentives & Value?
Success Stories?

© 2011 Alinean, Inc.
9

#7 - Try It, You’ll Like It!

I don’t like it!

© 2011 Alinean, Inc.
10

#8 – Address the Naysayers

Can’t be done

This is all wrong

It would be perfect if it
only had …

© 2011 Alinean, Inc.
11

#9 - Integration into Their World

CRM

Sales Playbook

Sales Portal

Lead Nurturing

Single Sign-on Access

© 2011 Alinean, Inc.
12

#10 - Mission Accomplished

Sales Turnover
Attention Deficit
Need Continuous Reinforcement

© 2011 Alinean, Inc.
13

Next Steps

http://www.fightfrugalnomics.com

Ask the ROI Guy Resource Center

http://www.alinean.com/faq/

Value Selling Tools

http://www.alinean.com/value_selling
© 2011 Alinean, Inc.
14

Q&A

Tom Pisello, Chairman & Founder
The ROI Guy

© 2011 Alinean, Inc.
15

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.

Value Selling & Realization VSR Summit - The Importance of Getting Value / RO...

Alinean, Inc.

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.

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

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.

The Science of Sales Enablement - Presented by MobilePaks and Corporate VisionsVeelo

HubSpot CRM сургалт

Batzorig Begzsuren

Retail Marketing Performance Management 2011

Kneebone Inc.

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.

Smartstay NEIRA WebinarSmartstay App

Smartstay NEIRA Webinar

melanie_pappas

Mobile Shopping Summit Fall, Day 2 Opening Day Comments

Janet Jaiswal

Mobile Commerce: Why the User Experience Matters

Janet Jaiswal

Increase content marketing effectiveness via Content Marketing Assessment Tools

Alinean, Inc.

Mobile Marketing: Supercharge Your Brand From Your Customer's Pocket

Taylor Host

Kurt Karlenzig and Michael Oliver of The Marketing Store presented at the ACA 360: Focus on Digital conference 2011. The Marketing Store is a global brand activation agency specializing in consumer promotions (including promotional games), loyalty programs, digital/mobile, and CRM. Knowledge of game mechanics and gamification, mobile promotions and brand activation can help marketers develop a promotional strategy to increase sales.

Aquent/AMA Webcast: 5 Tips to be 'Mobiltastic'

Aquent

In the fast-evolving mobile market, companies can't afford a misstep or forgo a competitive opportunity for their mobile sites and apps. What consumers think of your mobile experience will influence what they do next and how they view their relationship with your company. In this presentation, Eric Feinberg, Senior Director of Mobile, Media & Entertainment at ForeSee, discusses five tips that will help your organization deliver a truly exceptional customer experience in the mobile channel. In addition, Eric also shares insights from ForeSee’s recent Holiday 2011 Mobile Research, which shows that satisfaction with the mobile experience has a significant cross-channel impact.

Lime Launch Strategy

Jay Abeyratne

Managing the Customer Experience from Prospect to Advocate

Scott Liewehr

Today's successful digital marketers recognize the need to deliver value in every interaction. They expect to learn more about their brand and its target audience(s) than they preach, and they value these newfound understandings, seeking to leverage them to forge new consumer relationships and deepen existing ones. The practices of Web Engagement have taught you to find ways to listen to your audience more closely and to respond with relevant, tailored content in order to move them along the engagement journey from mere awareness to intimate loyalty. But just as you are beginning to understand these concepts, the tide shifts even further toward Customer Experience Management, or the proactive management of all the customer interactions with the company from awareness and attraction to ordering, fulfillment, billing and support. Niche technologies are coming together and promising to deliver on these promises, but are they ready? Are you ready?

What makes your business worth knowing?Kwai Yu

Recalls Plus Go To Market

Layla Sabourian

Putting Your Best Face Forward: Best Practices for Developing Your Online Bra...

SAP Ariba

How Vistaprint Manages Customer Engagement

Our Social Times

Groop Skool Digital ADD Workbook

thegroop

Marketing in a Recession

Ronald Velten

"The myth of Certainty - Is implementation a naughty word?" by Steve Bell

Operae Partners

Doing More with Less in Challenging Economic Times

Jason Dea

Give to Get: Choreographing the Customer Experience

DRI - Discovery/Reinvention/Integration/

Apresentação de Phil Winters. É Strategic Advisor da Peppers & Rogers Group, empresa que conta com clientes como BMW e Hewlett-Packard, e na sua apresentação partilhou a sua visão de como os novos canais sociais e móveis são uma bênção e uma maldição, não só para marketeers, mas também para os próprios clientes. Destacou as melhores práticas e forneceu uma base para garantir que você não só poderá fornecer valor ao seus clientes, mas maravilhá-los em cada interação. Esta apresentação decorreu no dia 12 de Outubro de 2011 no Fórum Tecnológico de Lisboa, enquadrada no evento CRM Acceleration 2011, o evento dedicado ao Social CRM organizado pela DRI (www.dri.pt), Gold Partner da SugarCRM e Platinum Partner da Lithium em Portugal. Obtenha mais informações em www.eventocrm.com

Sales Enablement Tools Webcast: Make sales more effective with Alinean value-...

Alinean, Inc.

Why ROI / TCO Spreadsheets Don't Work

Alinean, Inc.

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.

Similar to Webcast: How to improve sales tool adoption

Product solution value - you decide

Alinean, Inc.

Smartstay NEIRA WebinarSmartstay App

Smartstay NEIRA Webinar

melanie_pappas

Mobile Shopping Summit Fall, Day 2 Opening Day Comments

Janet Jaiswal

Mobile Commerce: Why the User Experience Matters

Janet Jaiswal

Increase content marketing effectiveness via Content Marketing Assessment Tools

Alinean, Inc.

Mobile Marketing: Supercharge Your Brand From Your Customer's Pocket

Taylor Host

Aquent/AMA Webcast: 5 Tips to be 'Mobiltastic'

Aquent

Lime Launch Strategy

Jay Abeyratne

Managing the Customer Experience from Prospect to Advocate

Scott Liewehr

What makes your business worth knowing?Kwai Yu

Recalls Plus Go To Market

Layla Sabourian

Putting Your Best Face Forward: Best Practices for Developing Your Online Bra...

SAP Ariba

How Vistaprint Manages Customer Engagement

Our Social Times

Groop Skool Digital ADD Workbook

thegroop

Marketing in a Recession

Ronald Velten

"The myth of Certainty - Is implementation a naughty word?" by Steve Bell

Operae Partners

Doing More with Less in Challenging Economic Times

Jason Dea

Give to Get: Choreographing the Customer Experience

DRI - Discovery/Reinvention/Integration/

Sales Enablement Tools Webcast: Make sales more effective with Alinean value-...

Alinean, Inc.

Similar to Webcast: How to improve sales tool adoption (20)

Product solution value - you decide

Smartstay NEIRA Webinar

Mobile Shopping Summit Fall, Day 2 Opening Day Comments

Mobile Commerce: Why the User Experience Matters

Increase content marketing effectiveness via Content Marketing Assessment Tools

Mobile Marketing: Supercharge Your Brand From Your Customer's Pocket

Aquent/AMA Webcast: 5 Tips to be 'Mobiltastic'

Lime Launch Strategy

Managing the Customer Experience from Prospect to Advocate

What makes your business worth knowing?

Recalls Plus Go To Market

Putting Your Best Face Forward: Best Practices for Developing Your Online Bra...

How Vistaprint Manages Customer Engagement

Groop Skool Digital ADD Workbook

Marketing in a Recession

"The myth of Certainty - Is implementation a naughty word?" by Steve Bell

Doing More with Less in Challenging Economic Times

Give to Get: Choreographing the Customer Experience

Sales Enablement Tools Webcast: Make sales more effective with Alinean value-...

More from Alinean, Inc.

Why ROI / TCO Spreadsheets Don't Work

Alinean, Inc.

Better Executive Conversations - Financial Peer Comparisons and Financial Jus...

Alinean, Inc.

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 Tools

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 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

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.

ValueStory for HTML

Alinean, Inc.

ValueStory Player for iPad

Alinean, Inc.

ValueStory Usage Reports

Alinean, Inc.

ValueStory Builder Demo

Alinean, Inc.

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

SiriusDecisions Case Study with SplunkAlinean, Inc.

Sales Club UK Presentation - Mind the Value Gap

Alinean, Inc.

More from Alinean, Inc. (20)