Often customers don't know they have the issues you are trying to solve, or if they know of the issue, what urgency should be placed on it.
Is content aligned? 65% of deals won / lost during the discovery stage, while only 35% won / lost during later bake-off stages.
Over 50% of new project budgets is not set in stone, but allocated on the fly for prioritized opportunities & justified projects
Your customers are overloaded and often don't know they have the issue you are trying to solve. They need help uncovering and prioritizing issues, and proving there is a cost of doing nothing.
As a result, you need to provide diagnostic advice early in the buying cycle to help customers determine the best strategy, and identify needs.
Alinean powered Diagnostic Assessment Tools can help you automate and standardize the process: assessing the highest priority customer opportunities, quantifying urgency, and aligning your solutions to help solve the highest priority issues.
Used early in the sales process, Alinean developed Diagnostic Assessment Tools can empower sales to implement assessment workshops to: