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Can Your Reps have a better Executive Conversation?
Betty McNeil, SVP
bmcneil@Alinean.c
omCopyright © 2001—2018
The sales strategy
mantra
Engage earlier and
higher
Copyright © 2001—2018
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—2018
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 employees
Source: November 22, 2013: “What Do Executive Buyers Find Valuable?” Forrester
Report
Copyright © 2001—2018
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—2018
Introducing
the
Alinean Peer
Comparison
ToolFinancial
insights and
comparisons
Financial
performance
>60,000
worldwide
companies
Calculates
“Move the
Needle” =
Value of
change
Comprehensive
analysis
presentation
SFDC
integrati
on
Copyright © 2001—2018
Copyright © 2001—2017
Copyright © 2001—2018
Copyright © 2001—2018
Copyright © 2001—2018
Copyright © 2001—2018
Copyright © 2001—2017
Copyright © 2001—2018
Copyright © 2001—2018
Customize
d reports
Copyright © 2001—2018
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—2018
Can Your Reps have a better Executive Conversation?
Betty McNeil,
SVP
bmcneil@Alinean.Copyright © 2001—2018

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