webinar: the value of "move the needle": financial peer comparison to engage earlier and...

Copyright © 2001-2016 Alinean, Inc. 1Copyright © 2001-2016 Alinean, Inc.

The Value of “Move the Needle”

Tom Pisello

[email protected]@tpisello@AlineanROIhttp://www.alinean.com

mailto:[email protected]

http://www.amazon.com/Frugalnomics-Survival-Guide-Unique-Market/dp/0692350926

Copyright © 2001-2016 Alinean, Inc.2

The sales strategy mantra …

Engage earlier and higher


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"

http://blogs.forrester.com/mark_lindwall/14-01-27-to_win_against_increasing_competition_equip_your_salespeople_with_a_deeper_understanding_of_your_buy


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


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

http://blogs.forrester.com/mark_lindwall/14-09-29-why_dont_buyers_want_to_meet_with_your_salespeople


Until we meet again?

20%

of sales people meet

expectations

1 in 4

get agreement to

meet again

Forrester

http://www.slideshare.net/Mediafly/webinar-slides-an-empowered-sales-rep-becomes-a-content-concierge


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


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


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

[email protected]@tpisello@AlineanROIhttp://www.alinean.com

mailto:[email protected]



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/



