THE HEART OF A NXT-GEN™ ROI SYSTEM – Outside-In Analysis
New Opportunities get started in one of Four Ways:
- Seller helps prospect identify need
- Prospect identifies need on their own
- Competition helps prospect identify need
- Existing customer is buying more
Traditional ROI approaches yield little capability for initial engagement or don’t support it at all.
ValueCloud® supports all Four Ways You Get Into a New Opportunity!
CREATE AWARENESS OF THE PROBLEM
We’ve all heard the phrase, “the first step is admitting there’s a problem.” DecisionLink’s ValueCloud® application is the instrument in that first step. We help you identify major pain points and opportunities for your buyers. DecisionLink enables you to establish a current value position and educate your customer on the value of change through the use of business impact models. In short, DecisionLink’s application lets you communicate with buyers from the current state to future state with ease.
QUANTIFY THE VALUE OF CHANGE
Let’s talk actual impact. Now that you’ve made the buyer aware of the opportunity laying in front of them, it’s time to make a value claim to the outside-in analysis. DecisionLink provides you with the ability to provide a value hypothesis, effectively answering your buyer’s question “what’s in it for me”.
With DecisionLink, you can present a tailored business case that aligns with key business issues and the benefits of using your solution. Provoke action from your buyer with a proof of value from benchmarks and case studies to support your assumptions. Showcase how your buyers can differentiate from the competition and identify alternative uses of capital. Equally as important as it is to communicate the value of what they are receiving is to communicate the cost of doing nothing, which can be an even more compelling argument.
“Clarifying a value position for your customers is a foundational part of strategic selling, as it sets the stage for where they are currently, where they could be and where they will be if nothing is done. DecisionLink bridges the gap for selling organizations to begin having powerful conversations centric to the customer. The ValueCloud® application empowers you to easily identify what your customer’s pain points and opportunities are, hypothesize the actual value claim of your solutions and motivate change. From rapidly growing a pipeline of qualified leads to reducing discount rates, DecisionLink helps you make a strong value hypothesis to drive real business impact for your buyers.”
Brad Milner, Managing Partner at Sales Practice