The Good, the Bad, and the Ugly
It’s an undisputable fact that when sellers deliver a compelling ROI/TCO they win more deals, reduce discounting and the cost of sales, and shorten sales cycles. If that’s good for $1M+ deals, it is good for all deals.
SALES PERFORMANCE IMPACT
RESEARCH>SELLERS THAT CONSISTENTLY PRODUCE ROI HAVE BETTER SALES RESULTS
INCREASE IN FORECAST
INCREASE IN REPS
That’s the good news, the bad news, and it is very bad, has 2 data points:
- In CSO Insights research, only 9% of companies self-identify as having “Exceeds Expectations” level of capability.
- Buyers say this as a major weakness of sellers according to Forrester Research.
The vast majority of deals get left out because of
- The high cost of current methods
- The requirement for expert resources to assist sales in virtually every step of the process, and
- Salespeople lack the skills, confidence, and automation tools to generate relevant content to support executive level conversations
The company that solves this challenge will dramatically improve sales results, create a significant advantage over their competitors and enhance shareholder value.
SPEAK THE "LANGUAGE OF BUSINESS"
“Most sales professionals do not have a Master’s of Finance Degree, however that does not mean they should shy away from speaking the language of business and the CFO.”
– Jim Berryhill, CEO, DecisionLink
Eliminate traditional labor intensive spreadsheet-based ROI
Save precious time and with a click of a button generate valuable, personalized customer communications, present value propositions and a business case with economic impact and financial justification for each and every engagement.
Deepen relationships with a compelling “VALUE-based” business case with ROI
Quantify business problems and highlight how much your solution can improve performance throughout the buying process. Provide an easy way to engage buyers in a discussion around your solution’s value in simple financial terms. The cost justification wins you more deals, reduces your sales cycle, and improves your average selling price. Buyers can then present the business case to decision makers to gain budget approval and help to close the deal.
DecisionLink automatically calculates these metrics for you!
A Value Snapshot demonstrates your team’s understanding of the customer’s business
EVERY DEAL HAS A BUSINESS CASE
Buyers NEVER spend money without a business justification, sellers are at a severe disadvantage when not able to quantify, articulate and defend their value.
Scalability, Repeatability and Ease of Use of ValueCloud means you have a Business Case. Every time.
SINGLE VERSION OF YOUR "VALUE TRUTH"
Value knowledge is spread all over your organization. ValueCloud is the uber-efficient and effective platform to capture and catalog the value of your solutions as a corporate, competitive asset.
CUSTOMER READY BUSINESS CASE ASSETS
Communicating your value takes different forms in different stages and with different buyer role. System generated pitch decks, value briefs, executive infographics, detailed value analyses, proposals and more are generated directly
from ValueCloud to Word, PowerPoint, Excel and PDF. No more “cut and paste” nightmares with every iteration and change.
A core part of ValueCloud is the ability to differentiate the economic value of your solution versus your competitor’s, giving you power at the negotiating table.
PLATFORM FOR CUSTOMER COLLABORATION
Ultimately the value proposition and business case must be “customer validated”. ValueCloud is a collaboration platform for the customer to take ownership of
the value prop and sell when you aren’t in the room!
BEAT YOUR #1 COMPETITOR
You’ve won versus your product competition, now you have to win versus the toughest competition…spending money, time and resource on something else. A customer-validated value proposition is your #1 offense against this, your #1 competitor.
First you have to win the competitive battle, then you have to win the internal competitive battle. Why spend funds on your deal instead of something else??? Why, Why Me, Why Now, Why My Price.
Executive summary which explains in one page all of the critical value elements and can be used as a nice leave behind with your customer
Visual document which explains the value in very simple terms and is designed for executive communication
Detailed document which includes all of the benefits, assumptions, costs, and formulas
Internal document intended to arm your sales reps with the information needed to compete effectively