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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