webinar: the value of "move the needle": financial peer comparison to engage earlier and...
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Copyright © 2001-2016 Alinean, Inc. 1Copyright © 2001-2016 Alinean, Inc.
The Value of “Move the Needle”
Tom Pisello
tom@alinean.com@tpisello@AlineanROIhttp://www.alinean.com
Copyright © 2001-2016 Alinean, Inc.2
The sales strategy mantra …
Engage earlier and higher
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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"
Copyright © 2001-2016 Alinean, Inc.4
Want to get higher…
65%of C-suite execs are
“actively engaged” in the buying decision-
makingMHI Global
80%of all purchasing
budgets will soon be controlled by C-suite
execsIDC
4x more valueBusiness & industry insights vs.
traditional relationship & product knowledge
SiriusDecisions
Copyright © 2001-2016 Alinean, Inc.5
Why execs don’t meet with your sales reps?
Forrester
62%
of salespeople who call on execs are knowledgeable about their products
and services
42%
are knowledgeable about the exec’s
industry24%
understand the exec’s business
22%
understand the exec’s issues &
where they can help
ONLY
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Until we meet again?
20%
of sales people meet
expectations
1 in 4
get agreement to
meet again
Forrester
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The pressure of peers
30%
15%
25%
CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy.
SiriusDecisions
Copyright © 2001-2016 Alinean, Inc.8
Introducing: Alinean Peer Comparison Tool
Financial insights & comparisons
Financial performance> 60,000 worldwide
companies Calculates “Move the Needle”
= Value of change
Comprehensive analysis presentation
Deep SFDC integration
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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 Meeting Engage w/ Intelligence, Advice & Value
Copyright © 2001-2016 Alinean, Inc. 19Copyright © 2001-2016 Alinean, Inc.
The Value of “Move the Needle”
Tom Pisello
tom@alinean.com@tpisello@AlineanROIhttp://www.alinean.com
Copyright © 2001-2016 Alinean, Inc.20
Upcoming Events…
SANTA CLARA, CADate: March 1, 2017Location: Hyatt Regency Santa Clara
BOSTON, MADate: March 9, 2017Location: Westin Hotel at Copley Place
http://alinean.com/2017-business-value-summit/
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