Proving Your Value to Frugal Buyers

Prove Your Value to Frugal Buyers

Tom Pisello CEO & Founder The ROI Guy Twitter: @tpisello @AlineanROI

Let me tell you a story …

In Control

Skeptical

Overloaded

Frugal

Fueled by Internet & social media Opportunities, you & your competition Inviting sales later (> 65% along)

Doing-more-with-less > 100 emails, > 10 calls/day Less time for vendors

More risk averse than ever Tired of traditional pitches Need personalized & compelling insight

2 X (Cost of doing nothing + benefits of change) > costs of change

More Stakeholders 10 stakeholder per avg. decision 2x over past decade > Financial /Procurement Scrutiny

Of deals are not lost to competition, instead are lost to the “Do Nothing” buyer (Sales Benchmark Index)

Of prospects stick with business as usual because not seeing a quantified reason to change

are not able to justify change on their own Turn to you for help!

65% 35% To those setting

buying need To those winning

the bake-off

Illuminate Compelling Issues Cost of Doing Nothing

Benefits of Change

Solution Business Case Quantified Competitive Advantage

41% of marketers believe content

ineffective

90% of Content not leveraged by

sales

Forrester, BMA, Content Marketing Institute

65% 35% To those setting

buying need To those winning

the bake-off

Illuminate Compelling Issues Cost of Doing Nothing

Benefits of Change

Solution Business Case Quantified Competitive Advantage

Forrester, BMA, Content Marketing Institute

Mobility Value Estimator

http://www.kony.com/mobility-estimator

CSC Cloud Computing

https://roianalyst.alinean.com/csc/Cloud_IaaS/

Wabash National

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