Category: Value Selling
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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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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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How to Improve Your B2B Success with a Strong ROI Business Case
The stakes are high in today’s hyper-competitive sales environment. Having a compelling offering remains fundamental, as does the need for a well-structured business case that quantifies ROI. Here’s what your sales team should know about business cases before they submit their next proposal.
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The Productivity Promise: How to Build a Convincing B2B Business Case
The promise of improved employee productivity when selling B2B technology solutions is often met with customer skepticism. The value of potential labor savings is obvious, whereas productivity improvements are more nuanced. In reality, they work together to build a persuasive business case that secures buy-in.