TAG: Alinean

Kathleen Goolsby, Editor - SandHill.com

Industry observers and experts share their opinions on what software companies' game-changing moves from 2011 that will have the most impact in 2012.

Tom Pisello, Chairman and Founder - Alinean

A sales team has learned that three prospects are in immediate need of tools for a critical building project. It’s been some time since such an opportunity has been available, and the sales team springs into action with three different strategies.

Tom Pisello, Chairman and Founder - Alinean

How can startups deal with prospects who wonder: “What happens if the provider is acquired, goes out of business or can’t scale to support our needs?”

Tom Pisello, Chairman and Founder - Alinean

Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. The new independent survey of 212 sales executives worldwide uncovered significant sales challenges.

Tom Pisello, Chairman and Founder - Alinean

In a recent group discussion about diagnostic assessments and economic justification tools, everyone agreed that they were vital for today's frugalnomics-afflicted environment. Buyers are forced to do more with less and are reluctant to invest in change. Maintaining the status quo is the easiest route for buyers, unless you, the vendor as trusted advisor, show them that there is a cost of doing nothing.