Leveraging Value Marketing Tools to Generate More Leads & Sales Ready Opportunities

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  • date post

    10-May-2015
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    Business

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Overview of the need for value marketing tools and demos of some great customer success stories and examples of interactive white papers, diagnostic assessments and ROI / TCO Calculators.

Transcript of Leveraging Value Marketing Tools to Generate More Leads & Sales Ready Opportunities

  • 1.Leveraging Value Marketing Tools to Generate More Sales Ready OpportunitiesThomas Pisello CEO & Founder [email protected] @tpisello www.alinean.com

2. Do More with Less More EmpoweredLess Time / ResourMore FrugalLess BudgetMore ComplexLess Risk Toleranc(1) IDC Buyers Experience Survey 2013IDC BVS (2) 3. 50% more opportunities needed to generate same65% indicate their content marketing is ineffective2Traditional White Paper downloads are on the declinSame traditional content = Same re (1) IDC BVS(2) CMI(3) ZDE 4. Interactive White Papers Benefits Estimators ROI / TCO Calculato+ Guaranteed leads program 5. 20%5%- More captured leads- Better conversion rate$180,000 Incremental Revenue from Guaranteed Le> $1.0 million - Incremental Revenue over 12 monAssumes 150 guaranteed leads, 100 incremental leads per months ongoing Average deal size = $75,000 , default demand waterfall metrics from SiriusDecisions 6. Five Steps to Value Marketing Success!1 - Assess existing assets vs. New buyer requir2 - Identify value storytelling & justification oppo 3 - Evolve current content portfolio4 - Integrate across marketing & sales enablem5 - With Intelligence & tracking -> Measure & im 7. Q&A Thomas Pisello CEO & [email protected] @tpisello www.alinean.com 8. Value Consultants