Why You? Proving Your Value Advantage
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Why You? Proving Your Value Advantage Tom Pisello CEO & Founder The ROI Guy Twitter: @tpisello @AlineanROI
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Studies show that today's buyer is more focused on purchase price than ever before. This can lead to significant discounting and an increase in lost deals if you are can't elevate the discussion beyond price, and easily prove the competitive value of your solutions to ever-more frugal buyers. In this webinar you will learn the single best method used by world class sales enablement / marketing teams to convert price centric buyers, reduce discounting and drive competitive advantage. You will learn how to: Shift your customers focus from price to overall value Proactively quantify and prove your competitive advantage Deliver a credible and quantified value story unique to you and your prospect's opportunities
Transcript of Why You? Proving Your Value Advantage
Why You? Proving Your Value Advantage
Tom Pisello CEO & Founder The ROI Guy
Twitter: @tpisello
@AlineanROI
Let me tell you a story …
Personalize
Challenge
Engage
Industry, Location & Size Buyer’s Role in Purchase Decision Business Objectives & Challenges
Cost of Doing Nothing Benefits and ROI of Change Quantify Competitive Value
More Visuals & Less Text Contrast – Before vs. After Social Stories – User Successes & Social Sharing
Tools that Work!
Tools that Work!
Value Marketing Tools Value Selling Tools
Position Push Pull Proactive ROI Guarantee
Design Why + Value Awareness Field Training Support Success Stories Refresh ROI Guarantee
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 & Certified
Next Steps • Product, Solution, Value – You Decide!
• The Solutions – Benefit Estimators
– ROI / TCO Sales Tools
• The Proof
• Fight Frugalnomics Resource Center
![Proving Marketing's Worth: What B2Bs Need to Measure and Why [Marketing Metrics]](https://static.fdocuments.us/doc/165x107/546ff4f8af7959e71e8b4841/proving-marketings-worth-what-b2bs-need-to-measure-and-why-marketing-metrics.jpg)
