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The Value of “Move the Needle” Betty McNeil, SVP [email protected] www.Alinean.com Copyright © 20012017 Alinean, Inc.

Financial Peer Comparison and the Value of “Move the Needle"

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The Value of “Move the Needle”

Betty McNeil, SVP

[email protected]

www.Alinean.com

Copyright © 2001—2017

Alinean, Inc.

The sales strategy mantra

Engage earlier and higher

Copyright © 2001—2017

Alinean, Inc.

Why execs don’t meet with your sales reps?

62%Salespeople who call on execs are knowledgeable about their products and services

42%Knowledgeable the exec’s industry

But only…

24%Understand the exec’s business

22%Understand exec’s issues and where they can help

Are vendor sales people frequently prepared for your meetings in the following

ways?

Forrester

Copyright © 2001—2017

Alinean, Inc.

Until we meet again?

20%Of sales people

meet expectations

1 in 4Get agreement

to meet again

What makes a conversation valuable for business

executives?“How do buyers define what is valuable?” (Top three for all executives)

1 The salesperson clearly shows they understand my business issues and can clearly articulate to me how to solve them

(68%)

2 The meeting helps me think about how to solve a business problem

(55%)

3 The salesperson shares insights with me that I did not consider before.

(50%)

Base: 418 executive-level buyers at global companies of 100 or more employeesSource: November 22, 2013: “What Do Executive Buyers Find Valuable?” Forrester

Report

Copyright © 2001—2017

Alinean, Inc.

The pressure of peers

CXO buyers rely heavily on colleagues, personal networks & third-party experts in forming their opinions about what to buy

30% 15% 25%

Copyright © 2001—2017

Alinean, Inc.

Introducing theAlinean Peer Comparison ToolFinancial insights and comparisons

Financial performance >60,000 worldwide companies

Calculates “Move the Needle” = Value of change

Comprehensive analysis presentation

SFDC integration

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Copyright © 2001—2017

Alinean, Inc.

Customized reports

Copyright © 2001—2017

Alinean, Inc.

Empowering financial and business expertise…

For Sales, Value Consultants and Channel

Partners

For Marketing: Account based marketing

Notebook / Tablet optimized

Reason for executive meeting

Engage earlier and

higher

Learn more at:alinean.com/peer-comparison-tool

Copyright © 2001—2017

Alinean, Inc.

The Value of “Move the Needle”Betty McNeil, SVP

[email protected]

www.Alinean.com

Copyright © 2001—2017

Alinean, Inc.