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Are your prospects placing enough of a priority on the issues you are addressing, or even aware of the challenges you are trying to address? Today's buyer has been forced to do-more-with-less, and in fewer hours than ever before to uncover and prioritize challenges, and explore solution options. How can you sell to a prospect if they are unaware of the opportunity or priority of the issues you can address? In this webinar you will learn about provocative selling tools used by world class sales enablement / marketing teams to meet the demands of today's more empowered, skeptical and frugal buyer. In this webinar you will learn how to: - Use a diagnostic approach to confirm existing issues and illuminate new challenges - Apply benchmarking to prioritize challenges and recommend the right solutions - Deliver compelling value to engage higher in the organization and elevating to trusted strategic advisor
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Challenge the “Do Nothing” Buyer with Provocative Assessments
Tom Pisello CEO & Founder The ROI Guy Twitter: @tpisello @AlineanROI
In Control
Skeptical
Overloaded
Frugal
Fueled by Internet & social media Opportunities, you & your competition Inviting sales later (> 65% along)
Doing-more-with-less > 100 emails, > 10 calls/day Less time for vendors
More risk averse than ever Tired of traditional pitches Need personalized & compelling insight
Cost of doing nothing + value of change > risks + costs of change
Of deals are not lost to competition, instead are lost to the “Do Nothing” buyer (Sales Benchmark Index)
Current Issues? Practices Spending Risks / Cost of “Doing Nothing” Peer Pressure Potential Value of Change?
Survey Score Benchmark Comparison Issue Identification Solution Recommendations Value of Change Next Steps
http://www.contentmarketinginstitute.com/assessment/
CMI Content Marketing Assessment
Profile the Customer
Industry, Location and Size Role in Decision Making Process
Profile Product Sales & Marketing
Better Determine the Correct Peer Benchmarks for Comparison
Content Marketing Goals & Measurement Practices
Measure Current Practices – Goals and Measurement
Content Marketing Management & Production
Measure Current Practices – Management & Production
Content Marketing Strategy
Measure Current Practices – Strategy
Content Marketing Spending
Measure Current Practices – Spending Levels
Content Marketing Effectiveness
Measure Current Practices – Program Effectiveness
Content Marketing Results Summary
Present an Overview of Results Prompt for Full Report Download (Registration usually required)
Personalized PDF Assessment Comparison to Peer Benchmarks Pinpoint Issues Raise Priority Solution Recommendations Custom Call to Action (Role Based)
Personalize
Challenge
Engage
Industry, Location & Size Buyer’s Role in Purchase Decision
Current vs. Best Practice Benchmarks Identify Issues Quantify Value of Change Intelligent Solution Recommendations
More Visuals & Less Text Contrast – Before vs. After Social Stories – User Successes & Social Sharing
Informatica Data Integration Maturity Assessment
Click here to access tool
Next Steps and Resources • The Opportunity • The Solutions
– Value Marketing – Value Selling
• The Proof • Resources and Insight
– Fight Frugalnomics Resource Center
