Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations
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Transcript of Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations
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The Value of “Move the Needle”
Betty McNeil, SVP
www.Alinean.com
Copyright © 2001—2017
Alinean, Inc.
![Page 2: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/2.jpg)
The sales strategy mantra
Engage earlier and higher
Copyright © 2001—2017
Alinean, Inc.
![Page 3: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/3.jpg)
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.
![Page 4: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/4.jpg)
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.
![Page 5: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/5.jpg)
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.
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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.
![Page 7: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/7.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 8: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/8.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 9: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/9.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 10: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/10.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 11: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/11.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 12: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/12.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 13: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/13.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 14: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/14.jpg)
Copyright © 2001—2017
Alinean, Inc.
![Page 15: Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conversations](https://reader031.fdocuments.in/reader031/viewer/2022020314/5a6d088b7f8b9ab3418b516d/html5/thumbnails/15.jpg)
Customized reports
Copyright © 2001—2017
Alinean, Inc.
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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.
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The Value of “Move the Needle”Betty McNeil, SVP
www.Alinean.com
Copyright © 2001—2017
Alinean, Inc.