Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage Earlier and Sell Higher
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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
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Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage Earlier and Sell Higher
- 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 1 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
- 2. Copyright © 2001-2016 Alinean, Inc. The sales strategy mantra … 2 Engage earlier and higher
- 3. Copyright © 2001-2016 Alinean, Inc. 3 74 % Forrester Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection The early bird catches the worm … 26 % of deals go to the provider who helps "establish the buying vision” of deals go to the vendor who "responds to a request"
- 4. Copyright © 2001-2016 Alinean, Inc. Want to get higher… 4 65 %of C-suite execs are “actively engaged” in the buying decision-making MHI Global 80 %of all purchasing budgets will soon be controlled by C-suite execs IDC 4x more valueBusiness & industry insights vs. traditional relationship & product knowledge SiriusDecisions
- 5. Copyright © 2001-2016 Alinean, Inc. Why execs don’t meet with your sales reps? 5 Forrester 62 % of salespeople who call on execs are knowledgeable about their products and services 42 % are knowledgeable about the exec’s industry 24 % understand the exec’s business 22 % understand the exec’s issues & where they can help ONLY
- 6. Copyright © 2001-2016 Alinean, Inc. Until we meet again? 6 20 % of sales people meet expectations 1 in 4get agreement to meet again Forrester
- 7. Copyright © 2001-2016 Alinean, Inc. The pressure of peers 7 30% 15% 25% CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy. SiriusDecisions
- 8. Copyright © 2001-2016 Alinean, Inc. Introducing: Alinean Peer Comparison Tool 8 Financial insights & comparisons Financial performance > 60,000 worldwide companies Calculates “Move the Needle” = Value of change Comprehensive analysis presentation Deep SFDC integration
- 9. Copyright © 2001-2016 Alinean, Inc. 9
- 10. Copyright © 2001-2016 Alinean, Inc. 10
- 11. Copyright © 2001-2016 Alinean, Inc. 11
- 12. Copyright © 2001-2016 Alinean, Inc. 12
- 13. Copyright © 2001-2016 Alinean, Inc. 13
- 14. Copyright © 2001-2016 Alinean, Inc. 14
- 15. Copyright © 2001-2016 Alinean, Inc. 15
- 16. Copyright © 2001-2016 Alinean, Inc. 16
- 17. Copyright © 2001-2016 Alinean, Inc. 17
- 18. Copyright © 2001-2016 Alinean, Inc. 18 http://alinean.com/peer-comparison-tool/ Empowering financial & business expertise… For Sales Teams and Consultants Starting at $350 / user / year Notebook / Tablet optimized Best w/ Chrome browser Available – NOW Next Step: Signup for Free Trial Engage Earlier & Higher Reason for Executive MeetingEngage w/ Intelligence, Advice & Value
- 19. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Value of “Move the Needle” 19 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
- 20. Copyright © 2001-2016 Alinean, Inc. Upcoming Events… 20 SANTA CLARA, CA Date: March 1, 2017 Location: Hyatt Regency Santa Clara BOSTON, MA Date: March 9, 2017 Location: Westin Hotel at Copley Place http://alinean.com/2017-business-value-summit/
Notes de l'éditeur
- The mantra is "Engage earlier and higher" …. But this is easier said than done. Let’s explore why this is so important now to get right, and explore some ways you can make this easier for you and your team.
- 74% of deals go the provider who helps "establish the buying vision" 26% goes to the vendor who "responds to a request" Forrester In ITSMA's 2012 How Buyers Consume Information Survey, over 70% of B2B technology buyers said they want to engage with sales reps before they identify a short list of preferred vendors. When asked at what stage of the buying process they find it useful to engage with salespeople, 24% of the respondents said during the "epiphany" stage (when they haven't yet recognized a definite need but are learning and exploring possibilities), 23% chose the "awareness" stage (when they have an identified need and are clarifying objectives and researching alternatives), and 24% selected the "interest" stage (when they are identifying a list of preferred vendors). http://blogs.forrester.com/mark_lindwall/14-01-27-to_win_against_increasing_competition_equip_your_salespeople_with_a_deeper_understanding_of_your_buy
- 65% of C-suite executives are “actively engaged” in sales processes – MHI Global 80% of all purchasing budgets will soon be controlled by C-suite executives IDC 4x - Executive buyers value business and industry insight up to four times more than traditional relationship and product knowledge from their salespeople,- SiriusDecisions
- When your salespeople are good enough — or lucky enough — to gain a meeting with an executive-level buyer, it’s a precious opportunity to create a revenue opportunity. And there’s Bob …. He winds up and throws that pitch …. Show up and throw up ….. Who thinks the executive wants to hear about your product / service? understandable that buyers are cautious — if not skeptical — about taking meetings with salespeople
- Only 20% of the salespeople they meet with are successful in achieving their expectations and creating value. Only one in four of these salespeople get agreement from executive buyers to meet again.
- if someone next to you buys something on the plane, you’re 30 percent more likely to buy something yourself. handed out fliers encouraging 11th-graders to sign up for a free SAT class. The twist: Some of the fliers said that everyone in the class would know who signed up. Some of the fliers said that decisions would be kept private. In honors classrooms, kids were 25 percent more likely to sign up if they knew their peers would be judging them. In non-honors classrooms, kids were 25 percent less likely to sign up. Taxpayers who refuse to pay their bill on time. So, it turns out the government sought the help of several behavioral experts to come up with a new idea. Anthropologists, psychologists and several other types of “ists” came together and implemented an experiment. It came down to two simple lines that were implanted into a letter to taxpayers. The two sentences read: “The great majority of people in your local area pay their tax on time. Most people with a debt like yours have paid it by now.” So the big question: did it work? According to the results, the lines worked like a charm. In fact, after the letter was delivered, on-time tax payments increased by more than 15 percent. A new era in B2B: Peer pressure buying CXO buyers rely heavily on colleagues, personal networks and third-party experts in forming their opinions about what to buy. - SiriusDecisions
- Only 20% of the salespeople they meet with are successful in achieving their expectations and creating value. Only one in four of these salespeople get agreement from executive buyers to meet again.
- Use Case Empower Consultants & Sales Reps to Have a Reason for Execs to Meet with them – Peer Comparison Challenge Engage Earlier – before decisions are made – help to diagnose issues and discuss / collaborate on ways to solve Engage with Business Knowledge, Advice and Value vs. Product Pitch More information : website and image Availability & Pricing For Sales Teams and Consultants Starting at $350 per user per year Compatability –Notebook / Tablet optimized. Best with Chrome browser Available – NOW Next Step: Signup for Free Trial
- The mantra is "Engage earlier and higher" …. But this is easier said than done. Let’s explore why this is so important now to get right, and explore some ways you can make this easier for you and your team.