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Did you know that? > Up to 67% of the purchasing process is already completed before your sales reps are getting their first meeting with the prospect > 2/3rds of all deals are going to those who can engage earlier and in a more thought provoking way Some say this could be the end of Sales as we know it! Others are taking the challenge head on successfully empowering sales reps to engage earlier to help facilitate the buyer’s journey, get stalled deals moving and improve win rates. In this live interview, Sales Enablement expert Jim Ninivaggi from SiriusDecisions will discuss the significance of this research and the best techniques and tools to go from Trick to Treat.
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Thomas PiselloCEO & Founder
tom@alinean.com@tpisello@AlineanROIwww.alinean.com
Scary late. How to Turn a Big Sales Challenge from Trick to Treat
Jim NinivaggiService Director,Sales Enablement
jninivaggi@siriusdecisions.com@jninivaggi@SiriusDecisionswww.siriusdecisions.com
Sales invited later into the decision making process?
Exploration Evaluation SelectionIdeas
More than 1/2 to 2/3rds decision process complete?
67%
Sales reps invited when Buyer has already established a clear picture of solution.
Is this really as bad as it sounds?
Existing Customers
BuyerInitiated
ProviderInitiated
Realized the Gain?We Can Deliver More!
Prove not the SameWe Deliver Better Value!
Quantify the PainWe Can Help Identify Challenges!
Justify the GainWe Deliver Bottom-Line Impact!
Illuminate the RainInsights for you!
How to best address?
Exploration Evaluation SelectionIdeas Renewal /Addition
Existing CustomersBuyer InitiatedProvider Initiated
Realized the GainWe Can Deliver More!
Prove not the SameWe Deliver Better Value!
Quantify the PainWe Can Help Identify Challenges!
Justify the GainWe Deliver Bottom-Line Impact!
Illuminate the RainInsights for you!
What is common across the 3 scenarios?
Sales Enablement
Content
Yes!
DifferentPoints of Value!
Value Conversation = #1 issue
What can tools do to facilitate?
Yes!
• Guided Conversations• Totally Personalized• Visual Storytelling• Benchmark Insights• Diagnostic Assessments• Cost of “Do Nothing”• Financial Justification / ROI• TCO & Value Differentiation• Conversation Intelligence
Value Actualization Tools
Best practices for value actualization tools?
Adoption
Unique Point of Value
ExplorationEvaluation SelectionIdeasRenewal /Addition
Throughout Entire Buyer’s Journey
What investments are not working today?
Death by PowerPointCustomer Presentations
Traditional one-size-fits-all
content
Traditional SalesTraining
SalesMessaging Guidebooks
Bottom line advice?
Yes!
• Guided Conversations• Totally Personalized• Visual Storytelling• Benchmark Insights• Diagnostic Assessments• Cost of “Do Nothing”• Financial Justification / ROI• TCO & Value Differentiation• Conversation Intelligence
Value Actualization Tools
Thomas PiselloCEO & Founder
tom@alinean.com@tpisello@AlineanROIwww.alinean.com
Jim NinivaggiService Director,Sales Enablement
jninivaggi@siriusdecisions.com@jninivaggi@SiriusDecisionswww.siriusdecisions.com
Scary late. How to Turn a Big Sales Challenge from Trick to Treat
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