Remove Class Remove Differentiation Remove Price Remove SME

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Traditional + Social: The new media mix

Wondering Out Loud

But the world has changed and buyers most buyers ignore claims of “world-class&# , “industry leading&# , “best of breed&# , and all the other marketing speak associated with high-priced products and services. In 10 years of marketing enterprise software to the SME manufacturing space, I’ve seen buyer’s primary concern move from functional (how well does the software fit my needs) to credible (does the vendor understand my needs and my industry). When all products are the same, buyers start differentiating on a different level.

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Used to evolve direct and channel sales professionals from antiquated features / function / price selling, to modern solution selling techniques, Alinean value-based interactive sales tools have been proven to reduce the time it takes to develop credible assessments and business cases from days to an hour or less, reduce discounting and increase deal size by 20%, reduce sales cycles by 30-40%, drive channel partner loyalty, and increase the competitive success rate of proposals by over 60%. in incremental benefits. • A payback of less than 3 months from deployment. d=222693735895213178.


Tom Pisello: The ROI Guy: Value of Assessment ROI & TCO Tools for.

Tom Pisello

• Reduce discounting and increase deal size for direct sales by 20% or more by migrating sales from features, function and price selling to business value selling. • Empower channel sales with differentiating ROI selling approach and value added ROI services, helping to improve channels sales loyalty, effectiveness, satisfaction and retention. in incremental benefits.