While we’ve transitioned communications, media, gaming, shopping, entertainment, music, news and socializing to a mobile format, the business world has been quietly making the same transition. Few corporate functions are better positioned to make the leap to mobile and reap benefits from sales.
Marketing and selling app creator Alinean says it is announcing six live Web events to introduce the company’s new ValueStory App, which was designed to change the way sales teams leverage Apple (News - Alert) iPads to engage prospects. The events, which are to be conducted in conjunction with research firm IDC, aim to provide sales executives and enablement professionals with research, best practices and mobile tools.
IDC (News - Alert) research reports that business-to-business (B2B) purchase decisions now involve 40 percent more stakeholders, and take almost 10 percent longer than just three years ago. Buyers want help with reducing the complexity and length of purchase decisions, relying on sales professionals to help accelerate the decision process.
At the same time, buyers have become more frugal, indicating the need for financial justification/ROI content as the most important factor in their decision making, topping product reviews, demos, customer references, case studies and all other content by a large margin. However, sales professionals remain challenged to effectively communicate and quantify value to ever more frugal buyers, making this the single most important barrier to 2013 selling success, said Alinean.
The company’s new ValueStory app was created to arm sales professionals with the right value storytelling and quantification tools, especially leveraging new mobile technology to interactively engage with today's more empowered, overloaded and frugal prospects.
"Delivering the same old fluffy value messages using traditional PowerPoint presentations or whiteboard sketches just doesn't cut it anymore," says Tom Pisello, CEO and founder of Alinean, in a statement. "This is why ValueStory is so important, leveraging mobile selling tools to interactively engage prospects with compelling insights, diagnostic assessments, provocative benchmarks, and credible value justification."
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