B-TO-B MARKETING IN A BUYER-DRIVEN WORLD

[Recorded November 19, 2009. Duration 45 minutes]

Learn how to effecitvely deliver targeted customer value messages to align with the buyer-driven process - using customer driven value-based tools to better connect with today's frugal buyers.

SiriusDecisions' research continues to indicate that prospect audiences across the b-to-b spectrum prefer to drive during their buying processes as much as possible.  As a result, marketers have been challenged to develop new messages and offers that resonate with today's value driven buyer and deliver the type of information that moves a buying process along.
In this Webcast, we will:

• Share a definition of “buyer-driven marketing”

• Discuss the strategic planning assumptions behind a buyer-driven strategy

• Show a buyer-driven approach impacts marketing for both demand creation and sales enablement tasks

• Share ideas on how to drive b-to-b buying processes with value based customer facing sales tools

• Discuss dashboarding and measurement for buyer-driven marketing success

Featured Speaker:

Tony Jaros
Vice President, Research
SiriusDecisions

Using Value-Based Sales Tools to Create your own Economic Recovery

[Recorded August 25, 2009. Duration: 53 minutes]

Everyone knows it’s tough out there. Instead of talking about the bad, it’s time for an action plan to prove how good it can be again. Featuring real-world case study examples, this timely session will outline how savvy sales and marketing teams can serve up a winning strategy with Alinean’s 5-step plan:
Learn how to:  

• Connect better with frugal buyers

• Reach out and sell upwards to Cx-level Executives

• Align your proposals to your cusomters' key company objectives

• Accelerate the process by automating business case develpoment

• and better Compete, by quanifying your competivitve advantage.

Doing this has been proven to:

• Accelerate Sales Cycle by 60%

• Increase Lead Generation by 121%

• Improve Proposal Success Rate by 88%

• Reduce discounting & improve deal size by 30%

• Increase up-sell & cross-sell opportunities by 3x

Featured Speaker:

Jefre Futch,
President & COO

Create your own Business Value Sales Tools

[Recorded June 25, 2009. Duration: 53 minutes]

Now more than ever, organizations are looking for ways to more effectively market, sell and deliver their products and solutions to frugal buyers.   Interactive marketing and sales tools are quickly becoming the centerpiece of many corporate web sites to attract prospects and uncover the benefits of their solutions. These value-based proof points are an absolute requirement in tight economic times as frugal buyers demand proof prior to making any investments.  Learn how your organization can create custom business value selling tools to:

• Guide prospects to the right solution

• Create quantifiable business cases that delineate the value of the proposed solutions

• Provide quantifiable proof of competitive cost advantages  

This important session will show sales enablement and marketing managers how you can quickly create interactive, compelling and credible web-based interactive ROI, TCO and Assessment sales tools with no programming necessary, using Excel®, Word®, PowerPoint® and Alinean’s EnterpriseROI™ platform.   If you and/or your team are currently creating or using Excel-based spreadsheet tools and want to take them to the next level of effectiveness, this is session is a MUST! 

Featured Speaker:

Bill Kirwin
Former VP, Gartner

Leveraging Technology to Influence the Buying Lifecycle

[Recorded May 28, 2009. Duration: 60 minutes]

Learn how to better connect your sales teams and marketing campaigns into the Customer Buying Process. Joe Galvin, SiriusDecisions VP and Service Director, will discuss how to:

• Deliver Growth Amid Financial Chaos - Reducing Sales Cycles and Increasing Average Deal Size Represent Increased Productivity.

• Deconstruct the Buying Cycle -  Prospects demand increasingly detailed and specific information as they advance through their buying cycles. Sales reps must be able to deliver a variety of customer value messages to discrete audiences to successfully navigate this process.

• Leverage Technology to Facilitate Selling - Sales Automation 2.0:  not just Sales Management software - but Sales Readiness Applications can assist in the creation, configuration and communication of customer solutions. Sales readiness platforms combine knowledge, tools, resources and training in a composite application. Value assessment tools for benchmarks, solution configuration, ROI/TCO enhance the value proposition and clarify cost benefit.

Featured Speaker:

Joe Galvin
Vice President, Service Director
SiriusDecisions

Realizing the Green

Randy Perry, IDC's Vice President of Business Value Consulting, discusses how many organizations are realizing that Green initiatives around Information Technology save money and help the environment.  

But how do companies actually obtain and measure the data to prove cost savings? And how do they measure the direct effect of helping the environment?  View the recorded Webcast for an informative session on how to capture and quantify the data around Green IT initiatives.

Featured Speaker:

Randy Perry,
Vice President,
Business Value Consulting, IDC

Successfully Selling in a Down Economy

[Recorded Thursday, May 12, 2009]
Learn how to leverage the benefits of using business value selling tools to win business in a down economy.

Hear Jefre Futch, President of Alinean present his team’s strategies for helping the top technology firms in the World sell more effectively.

Implementing an Alinean Business Value Sales Tool program has been proven to help sales and marketing teams refocus efforts from traditional product feature-function-price based approaches, to messages and deliverables which resonate with frugal economic buyers and executive decision makers - quantifying the unique value of the opportunity and solution. The business value sales tools and lifecycle-based methodology have proven effective and invaluable in helping vendors connect better with prospects, gain priority, drive faster decisions and competitively win approvals:

• Driving 10% or more in additional revenue opportunities

• Reducing discounting and increasing deal size by 20% or more

• Accelerating sales cycles by 20-30%

• Generating more qualified leads and improving lead conversion rates by 40% or more

• Increasing the competitive success rate of proposals by over 60%

• Improving channel sales loyalty and capability

• Driving competitive advantage.
  
  

Featured Speaker:

Jefre Futch,
President & COO