Let me tell you a story...
A story of how your buyer has fundamentally and permanently changed:
- Forced to do-more-with-less
- Dealing with hundreds of vendor e-mails & calls each week
- Granting less time for vendors & purchase decisions
- Not waiting for your call or e-mail
- More risk averse than ever
- Tired of traditional / product focused sales & marketing pitches
- Unwilling to engage unless you offer personalized & compelling insight
- Only change if the “cost of doing nothing” + benefits of change greatly outweigh cost of change
- Waiting for you to step in with the messages & tools to justify change
Frugalnomics is in Full Effect. Fight Back!How does Frugalnomics impact your Sales & Marketing Effectiveness?
up to 60%sales opportunities stuck at "Do Nothing"SBI
90%of buyers stay at status quo because they can't see quantified reason to change IDC
2/3of buyers don't have the tools needed to justify the value of changeIDC
Your prospect will stick with “Do Nothing” unless they can see a quantified reason to change: that there is a significant “cost of doing nothing”, and that your solution represents significant business value and competitive advantage.
You have to convince your prospect that they have an issue worth addressing; that the issue if not addressed has significant costs & risks.
You need to quantify:
- Why Change?
- Why Now?
- Why You?
So you give your prospect a White Paper, but...
Traditional Whitepapers Don't Work Anymore!
- Not able to break through the noise
- Not personalized, relevant & differentiating enough
- Not communicating the unique value of your solutions
Don’t Give Your Prospect a Traditional White Paper!
Evolve to Interactive White Papers & Benefit Estimators
- Break through the overload
- Deliver personalized, relevant & differentiating messages
- Quantify your unique value story
So you give your prospect a Product Pitch, but...
Product Pitches don’t work anymore!
- Don’t quantify your unique value proposition
- Don’t elevate you from product sales to strategic advisor
- Don’t create urgency
Don’t Give Your Prospect a Product Pitch!
Evolve your Selling with ValueStory™
- Revolutionize with a powerful interactive mobile selling App
- Combine Emotional Storytelling with Financial Justification
- Quantify the Pain, Justify the Gain & Prove your Solutions are not the Same
- Capture and leverage customer intelligence and benchmarks from each engagement
Why Your Solution?
So you present your case with a Spreadsheet, but...
Spreadsheets Aren't Good Enough Anymore!
- Lack 3rd party credibility (required by >85% of buyers)
- Difficult to standardize versions & manage access
- Hard to gain adoption
- Not capturing usage data & customer intelligence
- Not mobile-ready
Don’t Present Your Case Using a Spreadsheet!
Evolve to Interactive ROI & TCO Sales Tools
- Elevate the discussion beyond price
- Differentiate your solution’s TCO advantages
- Quantify the benefits, payback and ROI of your unique solution
- Deliver your CFO-ready business case
You Fought Frugalnomics and Won the Deal!
The Bottom Line
We know your prospects have fundamentally and permanently changed – more overloaded, skeptical and frugal than ever before.
Frugalnomics is in full effect, and as a result, buyer’s demand quantifiable proof that there is a high “cost of doing nothing” and significant benefit in your proposal.
You can try to make your case with traditional sales & marketing content – white papers, product pitches and spreadsheets – but we know that’s just not good enough anymore...
Don’t give traditional marketing content.So what's in it for you? Get a personalized Benefit Analysis!