Proving Your Value to Frugal Buyers
Tom Pisello CEO & FounderThe ROI Guy
@tpisello@AlineanROIhttp://www.alinean.com
Do More with Less
12
1 Communicating Value Messages
Of Sales Reps are Value-Focused
(Forrester)
(Sirius Decisions)
Up to 40% Discounting
22% Longer Sales Cycle
Sirius Decisions IDC
SBI
> 60% of buying decision already complete!
Provocative & relevant insights
Persona specific value
ROI / TCO impact
Benefits Estimator Example
Scoring against Capability / Maturity IndexComparison to Peer Averages and Leaders
Right Value Messaging
Value –Focused Interactive Tools,
Demos &Case Studies
Training, Coaching & Support
Roadmap
30208.10£ Average ROI per £1 invested
Accelerated sales cycle
Reduced discounting
Your potential business benefits?
Helpful Resources
ROI Resource Center
More about Interactive Tools– iWPs & Benefit Estimators– ValueStory– ROI / TCO Sales Tools
The Proof
