The Heart of a Nxt-Gen ROI System – Outside-In Analysis
The Heart of a NXT-GEN™ ROI System – Outside-In Analysis
Supporting all Three Ways You Get Into a New Opportunity
How do our sales opportunities get started? Fundamentally there are four ways:
1. Seller helps prospect identify need
2. Prospect identifies need on their own
3. Competition helps prospect identify need
4. Existing customer is buying more
SAP is one of the best in the world at this (and with 500 specialists in their value organization, they should be). Supporting the beginning of a sales engagement is a staple for them, as it is for every sales methodology. Whether calling it outside-in analysis, Door Opener, hypothesis, Challenger, provocative, etc., it’s critical to be personalized and specific to the prospect, and differentiated with respect to competition.
Traditional ROI approaches yield little capability for initial engagement, or don’t support it at all. A NxtGen ROI™ needs to support all 4. In today’s post, I’m going to deal with new sales, numbers 1, 2 and 3. Next post, I’ll address number 4.
Whichever of the three, the “initial point of sales engagement” is critical to establishing a competitively powerful position in the prospect account. See chart below:
The old adage “you only get one chance to make a first impression” couldn’t be truer or more applicable than in our world of selling. A NxtGen ROI™ will ensure your best chance to make a great first impression…every time.
No Better Way To Impact Financial Performance…Sales Effectiveness + Value Selling
No Better Way To Impact Financial Performance…Sales Effectiveness + Value Selling
CSO Insights published a Sales Effectiveness eBook identifying some 30 technologies to consider for companies that want to impact Sales Effectiveness in a meaningful way. They categorized the technologies in four logical groups:
1 – Find More
2 – Win More
3 – Keep and Grow More
4 – Manage More
Most are well-known and easily recognized disciplines summarized in the following chart:
VALUE SELLING: IMPACT ON SALES EFFECTIVENESS

This is super-relevant for the Executive Suite and Board of Directors because there is no more significant way to impact an organization’s financial performance than by improving Sales Effectiveness. And there is no more significant way to impact Sales Effectiveness than by “Value Selling”.
While this list represents the 30 or so areas of Sales Effectiveness opportunity, the items with a check mark are directly impacted by the ability to consistently Sell Value. More specifically, the ability to Quantify, Articulate, Competitively Differentiate and Defend the value of the seller’s products, solutions and services.
If that is true, then clearly it is an imperative to Sell Value all the time.
One company put it this way, “We invested in the best of the best to enable our sales organization. Salesforce for CRM, Corporate Visions for messaging, Challenger for sales methodology and much more. But it was when we got value selling right that the efforts at sales effectiveness started really bearing fruit. Value Selling is the glue that pulled it all together and made our sales effectiveness efforts really work.”
Over the next several weeks, we will examine many of these technologies and discuss the ramifications and implications of Selling Value on each.