Close More Business with Personalized ROI

Thomas PiselloCEO / Founder

@tpisello, @AlineanROI

tom@alinean.com

www.alinean.com

www.FrugalnomicsSurvivalGuide.com

Each day your prospect gets over 50 download offers...

...And if your prospect responds?

32%More vendor communicationsthan 2 years ago

(SiriusDecisions)

@tpisello

... and over 35 sales emails...

71%Turned off by product centric content (Economist)

@tpisello

What happens when your prospect’s take a meeting?

58%

Disengaged due to product pitches vs. value selling

approach(Qvidian)

CompanyProductsFeatures

@tpisello

17% Get a second call(Forreste

r)

… and when they get a proposal?

@tpisello

Buying by Committee

Require a Business Case

/3rds indicate most proposals look alike

Decision Makers per Deal(CEB)

5.4

95%

Can’t create on their own

65%

(IDC)

(IDC)

In Control

Cautious

Economic-Focused

Frugalnomics

Today’s Buyer has much higher expectations …

@tpisello

What impact has the new buyer had on your

sales efforts?

@tpisello

Your Biggest Growth challenge?

#1 Revenue Growth Issue = Inability to Articulate Unique

Value (SiriusDecisions)

Typical Sales and Marketing Your prospects

@tpisello

What is the Value Gap costing you?

58%

Of pipeline ends at “Do Nothing”(CBI)

67%

Have “clear picture” of solutionBefore sales is engaged(SiriusDecisions)

74%

Of wins to vendor setting buying agenda (Forrester)

24%

Lengthening of sales cycle(SiriusDecisions)

20%

Or more typical discount(IDC)

$3m in additional opportunities for every $1m in quota

@tpisello

Products

Value

What if?

Reshape the “conversation”

Ignite buying interest

Accelerate sales cycles

Reduce discounting

@tpisello

Turbo-Charge your

Presentations

&Proposals

Reshaping the “Conversation”

Logos

New Brain,Logic

Pathos

Reptilian Brain,Emotions

Ethos

Middle Brain,Credibility

@tpisello

How do you sell your solutions using “logic”?

@tpisello

Logos & the New Brain

Value Map

@tpisello

Unique Value per Prospect

BusinessFinanceTechnical

Right Value at the Right Time

Why Change?

Why Now? Why You?

Donothing

@tpisello

Logos & the New BrainYes

How do you sell your solutions

using “emotions”?

@tpisello

Pathos & the Reptilian Brain

Simple Visuals

@tpisello

Contrast

Pathos & the Reptilian Brain

@tpisello

Storytelling

@tpisello

Pathos & the Reptilian Brain

Exposition

Complication

Climax

Resolution

OutcomeFreytag’s Triangle (Storyteller’s Arc)

How do you sell your solutions using “Trust”?

@tpisello

See themselves in Results

@tpisello

Ethos & the Middle Brain

Ethos & the Middle Brain

Concrete Value

3rd Party Certification(Insights, Metrics, Justification, Claims)

Research AnalystsIndependent Content / Tool Developer

Your CustomerSuccess Stories

@tpisello

Ethos & the Middle Brain

Putting it into Practice …

@tpisello

Challenge – Did you know ….

Loss – This is costing you …

Opportunity – What if …

Solution – We can help by …This delivers benefits, including ….

@tpisello

Challenge:Did you know that …..• 75% of the effort in planning, reporting, analysis, and consolidation is wasted rekeying and manually rolling up data (Ventana).

• 90% of spreadsheets contain data and formula errors, while 90% of users are convinced they are error free – creating substantial material risk as the pace of business accelerates (Source ACCA).

• 64% of finance organizations report that their annual plans are out of date by the beginning of the fiscal year. (Source: Beyond Budgeting Round Table).

Loss:You too may be facing similar challenges, and if you are, your organization is likely spending way too much time and resources on the tactical parts of the finance process - collecting and rolling up data, checking for errors, copy and pasting – and without the tools to enable you to focus on business strategy and analysis.

It's hurting your finance team, and your company, because organizations that don’t use analytics at the center of their business are less productive and less profitable than their peers that do – and grow at half the rate according to McKinsey.

Opportunity:What if you could....• Plan and analyze in a fraction of the time it takes now?• Access data you could trust at your fingertips?• Move from managing the planning process to analyzing the plan?• Reallocate resources from tactics to strategy?

Solution:At Adaptive, we can help by providing a complete cloud planning, consolidation, reporting and analysis suite, enabling you to:

• Cut your time spent on manual processes and spread- sheets by 70%- with automated roll ups, centralized calculations, and workflow.

• Update plans, models, and forecasts quickly and reliably, with an easy to use centralized engine.

• Instantly see and analyze actuals, plans, and forecasts from anywhere - always based on the latest trusted data and consistent metrics.

• Improve forecast accuracy and analysis by enabling continual measurement between actuals and forecasts.

• Streamline your reporting processes with financial, management, web and Microsoft Office based reporting.

• Cut costs by 50%+ versus traditional solutions.

Evidence:You too can achieve similar savings. We know this because we have delivered these results at companies just like yours, like at Konica Minolta where we were able to reduce their budget process by 33% with Adaptive

What Does this Sound Like…

@tpisello

What Does this look Like…

Value Marketing & Selling Program

Training, Community Coaching & Support

Value Messaging

Why Change?

Why Now? Why You?

Donothing

Value Selling Presentations, Tools & Proposals

Yes

Sales Playbooks

• 25% acceleration of sales cycle

• Deals 30-90 days sooner

• Doubling of average order size

• Reduced new hire ramp-up time

Value Selling Success Story

@tpisello

Thank you!

Join the discussion:

@tpisello, @AlineanROI

tom@alinean.com

www.alinean.com

www.FrugalnomicsSurvivalGuide.com