The ROI Guy

Often, we’re asked “What’s the best way to gain quick adoption of business value and ROI from sales reps, channel partners and prospects?”. And one of the best ways to do this with your Alinean tools is leveraging our unique Campaign Mode feature. What is Campaign Mode, and how can it help you gain adoption and implement better Account Based Marketing and Selling? Listen to this podcast to learn more.

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that could be leveraged. When a prospect uses an Alinean-powered ROI Calculator on your website, to understand the business value your solutions could uniquely deliver, or a sales re4p uses an Alinean-powered TCO Calculator to communicate and quantify the differentiating competitive advantages of your solution for a prospect, these tools typically collect a a ton of great profile data, opportunity metrics and assessment results from each engagement. So this raises a few important questions: · What data is typically available? · How can this information be leveraged to make each subsequent customer analysis even better? · How can you and your team leverage the collected customer intelligence for better insights and strategy improvements? Checkout this podcast to get these answers and learn more.

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. This is vital, as today’s buyer doesn’t want a sales pitch, they seek personalized and consultative digital experiences. This means you need to leverage ROI and TCO Calculators, Assessment Tools, Pricing, Sizing and Recommendation Tools to better connect and engage with your prospects and customers. But how will you easily integrate these tools with your Marketing Automation Platform (MAP) so you can effectively capture leads, and nurture these opportunities properly the buyers journey? Listen in to see the 5 things you need to integrate well, from Tom Pisello - The ROI Guy and CEO / Founder of Alinean.

Buying of B2B solutions isn’t just difficult, new research indicates that “it’s become nearly unnavigable”. Gartner says that today’s customers are spending around two-thirds of the buying journey gathering, processing and de-conflicting information. An ever growing buying committee, an inability to differentiate look-alike options, frugality and risk aversion, are all conspiring to make purchase decisions more difficult. And this is having a significant and tangible impact, leading to more stalled deals, elongated sales cycles and steep discounting. So what does the research say and what can you do in marketing and sales enablement to address?

If you ask the average IT solution provider exec, they’ll tell you how much they want to be a trusted partner of their customers. However, ask CIOs what they think about this, and they won’t be shy about how poorly vendors are delivering on these partnership promises. So where are the shortfalls, and what can you do to help your sales reps measure up?