Proving Your Value to Frugal Buyers
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Proving Your Value to Frugal Buyers Tom Pisello CEO & Founder The ROI Guy @tpisello @AlineanROI http://www.alinean.com
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Your prospect's are more frugal than ever before, requiring quantifiable proof that you are addressing a significant business issue, and that your proposal will deliver tangible bottom-line benefits. This represents a challenge to your entire sales and marketing process, as a failure to proactively prioritize and justify your solutions can significantly stall or delay purchase decisions. Do you have the value marketing and selling tools needed to deliver the financial justification today's frugal buyer demands? In this webinar you will learn the methods used by world class sales enablement / marketing teams to meet the demands of today's economic-focused buyer. You will learn how to: - Break the status quo and increase the priority of your proposals via quantifying the "cost of doing nothing" - Calculate and communicate the unique benefits or your solutions to various verticals and stakeholders - Quantify your competitive advantage - Reach higher to assure proposal signoff from CFOs and financial gatekeepers
Transcript of Proving Your Value to Frugal Buyers
Proving Your Value to Frugal Buyers
Tom Pisello CEO & FounderThe ROI Guy
@tpisello@AlineanROIhttp://www.alinean.com
90
12
1 Communicating Value Messages
Of Sales Reps are Value-Focused
Of buyers need bottom-line proof prior to purchase
(IDC)
(Forrester)
(Sirius Decisions)
Up to 40%
Discounting
22%
Longer Sales CycleSirius Decisions U of Dayton
Benefits Estimators ValueStory App ROI / TCO Tools
Why Change? = Cost of Do Nothing
Costs
Time to Market
TerritoryLimitations
Customer Churn
CompetitiveLosses
InnovationChallenges
Sales CycleDelays
Pricing Challenges& Discounting
AgilityChallenges
ScalabilityChallenges
Downtime
Compliance
BreachData Loss
Fines & Penalties
Legal
Safety
Legacy Solution Costs
ProductivityLosses
Inefficient Processes
SourcingChallenges
Turnover
Cost & Schedule Overruns
QualityIssues
LaborCosts
Errors
Risks
Lost Business Opportunities
Why Now? = Value of Change
Savings
Accelerated Time to Market
New Business Regions
Improved Customer Retention
Reduced CompetitiveLosses
Innovation
Accelerated Sales Cycle
Improved Deal Size
AgilityScalability
Improved Availability
ImprovedCompliance
AvoidedBreach
AvoidedData Loss
Reduced Fines & Penalties
ReducedLegal Risk
ImprovedSafety
Reduced TCO
ProductivityGains
StreamlinedProcesses
ImprovedSourcing
Retention
Managed Costs &Schedule
ImprovedQuality
Reduced LaborCosts
Reduced Errors
RiskAvoidance
IncrementalBusiness
Why You? = TCO & Value Advantage
Planning
Purchase
Customization
Delivery
Admin & Support
Evolution
Retirement /Replacement
Your Solution vs. Competition
Operations
Benefits Estimator Example
Scoring against Capability / Maturity IndexComparison to Peer Averages and Leaders
Real-Time Customer Intelligence Connectors to MAP / CRM
MAP/CRM Connector- Registration Data- Additional Intelligence- Custom Report Link
Connectors for Eloqua, Marketo, Salesforce.com +
Real-time for fast follow-up
ValueStory™ Example
ROI / TCO Analysis Example
Personalize
Challenge
Engage
Industry, Location & SizeBuyer’s Role in Purchase DecisionBusiness Objectives & ChallengesCurrent Practices & Priority Issues
Cost of Doing NothingBenefits and ROI of ChangeQuantify Competitive TCO & Value
More Visuals & Less TextContrast – Before vs. AfterSocial Stories – User Successes
& Social Sharing
Tools that Work!
You Need an Edge …
Suite from “Do Nothing” to Yes
Yes = Rational + Emotional
Not just a tool, an Enterprise Platform
Integrated Customer Intelligence
3rd Party Credibility & Experience
Platform
Mobile Sales & Marketing Enablement
International & Security Certified
Helpful ResourcesProduct, Solution, Value – You Decide!
The Solutions
– Benefit Estimators
– ValueStory
– ROI / TCO Sales Tools
The Proof
Fight Frugalnomics Resource Center
