Engaging Earlier and Higher with Financial Peer Comparisons

The ROI Guy

And CXO buyers rely heavily on peers – both in collaboration and in comparison. If you want to engage earlier and higher, our brand-new Peer Comparison Tool could be the data-driven Tool you need to reshape your executive conversations and engagement effectiveness, today.

Polar Vortex Pales in Comparison to the Leadership Vortex

Increase Sales

Here in the US Midwest, we have expanded our meteorology vocabulary with this phrase: Polar Vortex. And we have learned first hand the impact of this meteorological event during the last couple of weeks.

Live Webcast: Financial Peer Comparison and the Value of “Move the Needle"

The ROI Guy

In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement. Executive Assessment Tools Executive conversation executive selling financial benchmarks Mcneil Move the Needle Peer comparison webcast

The Oblique Comparison Close

Tom Hopkins

When your potential clients say something just costs too much, it’s often just a stall. However, it’s a good sign because it means they’re feeling motivated to own your product or service. They didn’t say, “it’s not right for us” or “we don’t want it.”) ”) They now need your help to justify or rationalize going [.] Related posts: The Reduction to the Ridiculous Close. The Management Support Close. The Negative Economy Close.

Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently Copyright: / 123RF Stock Photo.

For a TCO comparison, how does Alinean develop the chart of accounts used for head-to-head TCO comparisons?

The ROI Guy

The chart of accounts line item and hierarchy is developed to be sure that the comparison captures all of the capital and operating costs of owning different solution options over their useful life.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Blog Home < #1 Sales Question about Competitor Comparison… Sales & Management Tips. 1 Sales Question about Competitor Comparisons. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

Executive Conversations: Evolving from a Sales Pitch to Prescriptive Advice

The ROI Guy

Financial Peer Comparisons The Alinean Financial Peer Comparison Tool delivers one such tool, empowering your team to quickly compare any prospect with up to six of their closest competitors.

The Alinean Diagnostic Assessment Tool’s questions, benchmark comparisons and recommendations will likely change over time, how are these maintained?

The ROI Guy

No software application development / programming is needed to edit / evolve the survey questions, benchmark comparisons, recommendations or report content. It is very easy for us to continue to evolve and maintain the content, benchmarks and intelligence within the Diagnostic Assessment Tool.

How an Executive Briefing Center Can Drive Organic Growth with New Logo Customers

Sales Benchmark Index

Comparisons exist when it comes. Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage.

Choose Which of These Two Assessments are More Predictive of Sales Success

Understanding the Sales Force

You might find the comparison interesting! This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG).

How to Handle: “We’re happy with who we’re using…”

Inside Sales Training

Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.

How to Build a Killer Sales Attitude When You Feel Like Quitting

Sales and Marketing

An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? Issue Date: 2015-06-12. Author: Alan Zimmerman. Teaser: How do you develop a killer sales attitude?

How March Madness Applies to Salespeople and Your Sales Force

Understanding the Sales Force

In addition to March madness, folks are paying a lot of attention to the US Presidential Primaries, with an audience that's huge in comparison to past election years. March Madness is all the rage with college hoop fans glued to their sports news feeds, video highlights, and brackets.

Why Comparing Apples-to-Oranges Wins | Sales Tips

The Sales Leader

They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. Most sales reps are making a fundamental mistake when handling the pricing objection.

Why Your Competitor is Cheaper Than You

The Sales Hunter

Comparisons are simply not fair. Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive.

School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service

Understanding the Sales Force

But in this case, there is an even better comparison to strategic account management and customer service. This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock.

What was sales really like in the 'good old days'?

Trinity Perspectives

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. Psychology of Buying Sales Tips and Tricks Transformation

How to Deal with Price Competition

The Center for Sales Strategy

The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation. If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price.

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Inside Sales Training

Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.

#1 Questions | Sales Pros Must Ask Their Customers

Paul Cherry's Top Sales Techniques

” Be more specific with this comparison question: How important is price… …compared to service? #1 Question on Defining Value What Does Your Customer Really Value? Value is in the eye of the beholder.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

I felt like there was a comparison there. Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.

Gartner: Get your ROI / TCO Calculators Right, or Not at All

The ROI Guy

This means being sure you don’t forget about key comparison metrics, not just including the cost comparison for hardware. Customers care about financials.

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How are Alinean-powered diagnostic assessment tools different than survey-powered tools?

The ROI Guy

Survey based tools can be used to collect survey responses from the user, and with program customization, can even provide comparison reports.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

Some are articles backed by science and some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

The Biggest Secret of Salespeople that Rock

Understanding the Sales Force

But even those three groups pale in comparison to the original rocker. In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!"

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Do the Alinean Diagnostic Assessment Tool benchmarks compare responses dynamically against data from other participants?

The ROI Guy

The comparison database is updated as each participant completes the survey (with error checking to help assure that only “valid” surveys are included).

The Attributes of Top Sales Leaders: A Webinar for Sales and Marketing Leaders

HeavyHitter Sales

  Please join Steve as he shares interesting insights about the attributes of top sales leaders and comparisons to their lesser successful counterparts.       The structure and effectiveness of the sales department will mirror the sales management style of its leaders.

How to Overcome the “We are Handling That In House”

Inside Sales Training

Many sales reps are taught the normal, “old school” approaches of things like: “That’s fine, but when was the last time you did an apples to apples comparison to what it might run you if you outsourced that?”.

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Features And Benefits

Partners in Excellence

We see the comparative tables showing features and benefits on one axis and the comparison of our solution with various alternatives–and we know our solution always checks off all the boxes, the alternatives don’t. Somehow, we think features and benefits are important.

True Sales Leaders Take a Moment to Be Personal

Increase Sales

If you are like me, there is no comparison. What with all the impersonal marketing and social media outreach by those who believe they are sales leaders? If people buy from people they know and trust, doesn’t it make sense to be somewhat personal in your marketing, prospecting and general business behaviors? Of course, this doesn’t mean invading someone else’s privacy, but a little personalization goes a long way to start building that trusting relationship.

How to Identify your Team’s Most Effective Prospectors


TL;DR: Measuring a prospector’s effectiveness requires a comprehensive, qualitative comparison of each person in the team. By: Doug Dzina. It doesn’t matter what you call the role: the sales development rep (SDR), the business development rep (BDR) or the inside sales rep (ISR).

Moving Beyond Inspiration to Perspiration

Increase Sales

As to sales team, their efforts paled in comparison. Many people are inspired. They listen to a Ted Talk, read a good book to attend a sales training event. Yet at the end of the day or a couple of days later, that inspirational message is like dust in the wind. Credit www.pixabay.com.

The Top Sales and Sales Management Articles - Vote the Best

Understanding the Sales Force

Some are assessment comparisons. Missing are the articles with analogies, humor and comparisons to children but other than that, it's a nice cross section of what I have written here in the past 6 years. Ultimate Comparison of Top Salespeople versus Salespeople That Fail. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Why Your Lowest Price Can Be a Barrier to Closing Sales

Understanding the Sales Force

99 and even free, it's expensive - by comparison. Look at the moon - we think it's fairly large, but when you look at it in comparison to Earth and Mercury's moon, it's a blip in the sky!

What We In Business, and Around the World, Can Learn from ANZAC Day

Bernadette McClelland

So, how might we compare our mental readiness, our personal leadership, our bravery, our agility, our motivation, our raison d’etre, or our executive presence in comparison to someone who is on another front line, in a competitive environment and ready to win at any cost?

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Is it: the status quo, a prior contract, a competitive comparison or some industry standard? Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.

The 12 Days of Increase Sales Leadership Questions - Day 8

Increase Sales

How much time do you invest working on your strengths or talents in comparison to the time spent improving your weaknesses or non-talents? How often when we look to increase sales leadership, we sometimes fail to focus on what we can control? Today’s question is all about focusing on what you can control? By the way did you notice I changed verbs in this question? Invest suggests a positive result while spent indicates a negative or non-investment result.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Reviews, testimonials, and competitor comparisons top the list of what buyers want to see on a vendor website. The top three items for Finance, Technology, and Consulting industries were customer testimonials and success stories, competitive comparisons by industry analysts, and positive reviews. The top three items for Media and Fashion industries were the the look and feel of the website, competitive comparisons by industry analysts, and positive reviews.

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Do the ROI / TCO Calculators / Sales Tools support lease vs. buy analysis?

The ROI Guy

These comparisons can include pricing and lease financing options / data to completely automate the financing calculations. Comparisons are often included to compare head-to-head the differences in cash flows, costs / benefits and ROI between the solutions.