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The Value of “Move the Needle” Betty McNeil, SVP [email protected] www.Alinean.com Copyright © 2001—2017 Alinean, Inc.
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The Value of “Move the Needle”
Betty McNeil, SVP
www.Alinean.com
Copyright © 2001—2017
Alinean, Inc.
The sales strategy mantra
Engage earlier and higher
Copyright © 2001—2017
Alinean, Inc.
Why execs don’t meet with your sales reps?
62%Salespeople who call on execs are knowledgeable about their products and services
42%Knowledgeable the exec’s industry
But only…
24%Understand the exec’s business
22%Understand exec’s issues and where they can help
Are vendor sales people frequently prepared for your meetings in the following
ways?
Forrester
Copyright © 2001—2017
Alinean, Inc.
Until we meet again?
20%Of sales people
meet expectations
1 in 4Get agreement
to meet again
What makes a conversation valuable for business
executives?“How do buyers define what is valuable?” (Top three for all executives)
1 The salesperson clearly shows they understand my business issues and can clearly articulate to me how to solve them
(68%)
2 The meeting helps me think about how to solve a business problem
(55%)
3 The salesperson shares insights with me that I did not consider before.
(50%)
Base: 418 executive-level buyers at global companies of 100 or more employeesSource: November 22, 2013: “What Do Executive Buyers Find Valuable?” Forrester
Report
Copyright © 2001—2017
Alinean, Inc.
The pressure of peers
CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy
30% 15% 25%
Copyright © 2001—2017
Alinean, Inc.
Introducing theAlinean Peer Comparison ToolFinancial insights and comparisons
Financial performance >60,000 worldwide companies
Calculates “Move the Needle” = Value of change
Comprehensive analysis presentation
SFDC integration
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Copyright © 2001—2017
Alinean, Inc.
Customized reports
Copyright © 2001—2017
Alinean, Inc.
Empowering financial and business expertise…
For Sales, Value Consultants and Channel
Partners
For Marketing: Account based marketing
Notebook / Tablet optimized
Reason for executive meeting
Engage earlier and
higher
Learn more at:alinean.com/peer-comparison-tool
Copyright © 2001—2017
Alinean, Inc.
The Value of “Move the Needle”Betty McNeil, SVP
www.Alinean.com
Copyright © 2001—2017
Alinean, Inc.
