Author: 278681pwpadmin
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How do you make labor savings believable in your business case?
There are a couple of categories of value dimensions that will often be challenged by a prospect when you are building an ROI-based business case, and labor savings is at the top of that list. Labor savings tend to be tough to get customer buy-in for a number of reasons: Labor Savings are often spread…
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How Do You Handle Indirect Benefits in a Business Case?
Many times an offering may have what a prospect might consider to be indirect benefits. These are benefits that, although real, are harder to directly link to the offering and/or are harder to actually capture. A couple of categories of benefits that often fall into this indirect bucket are labor savings (e.g., productivity gains) or…
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How Does Quality Relate to Value?
I’ve worked with many clients to help them craft value propositions. One mistake they often make is to mistake quality for value.
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Discussion with a Sales Leader: The Transformation of the SunGard Sales Force
Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this week at the Sales 2.0 Conference in Boston.)
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Lessons from Jack Welch about Market Opportunity
For much of his tenure at GE, Jack Welch’s famous mandate to every business unit was to be either number one or number two in their market. If you weren’t meeting that standard, you were replaced.
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Getting to a Successful Close: The Four Phases of Value in Sales and Marketing
This is Part I of a five-part series about the life-cycle of value in B2B selling and marketing. Part I is an introduction and a summary four phases of the value life-cycle. Whether you’re in sales or marketing, it is obviously in your best interest to understand what value you offer to customers. What most…
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The Value Lifecycle: Justifying the Cost of Your Offering
This is Part V of a five-part series about the lifecycle of value in B2B selling and marketing. You’ve set your price, shown the customer the cost of his problem, and proven you’re a better option than your competitors. Congratulations, you’ve now made it to Phase 4 of the Value Lifecycle. This is the point…
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Which Matters More to B2B Buyers, ROI or NPV?
We recently wrote about the correct usage of the term ROI in a B2B sales. A great follow-up question we received was, “How do I know what to show my customer, ROI or NPV (net present value)?” Let’s take a look at the proper use case for each.
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Why Having an ROI Calculator Is Good for Sales
I truly believe in the power of ROI tools and value calculators to help generate better, more qualified B2B marketing leads and enhance a B2B sales rep’s ability to close a deal. If I didn’t, I wouldn’t be in the business of selling them. Here are my responses to common objections to value selling tools:
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Why Value-Based Selling Is So Successful
Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies to company reputability, there are many factors a company will claim that make them a “value-based seller.”