Today’s B2B buyer is more in-control, cautious and economic-focused—
This has made it difficult to connect and engage, delaying purchase decisions and driving steep discounts. In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value.
Effectively communicating and quantifying the value of proposed solutions is key to success, however, the passage from product to value has not been an easy one for most.
The definitive guide on using your unique value to market better, stand out and sell more.
Gain Buyer Attention
Break through the noise and short attention spans to better connect, engage and nurture prospects
Accelerate Sales Cycles
Gain consensus from buying committees and facilitate the buyer’s journey to reduce the trend towards purchase decisions taking longer
Motivate Customers from Status Quo
Help ignite purchase decisions, providing the emotional and rational justification to make your proposal a priority.
Get buyers to realize your value versus focus on purchasing at the lowest price.
Tom Pisello is the CEO / Founder of Alinean and well known as "the ROI Guy" through his popular blog and articles. Alinean creates value messaging, tools and training to empower sales and marketing to "deliver value to every customer conversation." Prior to creating Alinean in 2001, Tom created and launched several other software companies, and was a Managing VP at Gartner, pioneering their ROI / TCO tools offerings.