ROI Shop X Bigtincan
The ROI Shop Built The Entire Calculator From Start to Finish
Overview
Bigtincan, a company that helps SaaS companies drive sales, partnered with ROI Shop and truly transformed their sales strategy. Bigtincan faced some difficult sales challenges and needed a better way for their reps to demonstrate its value.
Client Background
Company
Bigtincan
What They Do
Sales enablement software that empower your customer-facing teams to consistently deliver value and improve the buying experience with a flexible and personalized platform.
Country
United States
The Challenges Bigtincan Faced
Before ROI Shop, these are the areas their sales team struggled with:
Low win rates, too many "no-decision" outcomes.
Did a poor job of arming their "champion" to sell the project internally.
Reps had a hard time conveying the true value of their offering.
Had outdated, non standardized spreadsheets floating around.
Excessive discounting to win deals. It was a race to the bottom.
How The ROI Shop Stepped In
The ROI Shop solution:
Built and easy-to-use calculator that highlighted and quantified the key benefits of Bigtincan's offering.
Developed a rollout strategy to ensure user adoption.
Identified where and when in the sales process the reps should introduce the calculator.
Offered unlimited small group training for directors and sellers.
Updated and tweaked the tool as needed based on user feedback.
The Results
The ROI Shop impact:
Reps stopped leading with features and engaged in a more strategic financial conversation.
Win rates improved.
Reduced their average discount.
Seller confidence greatly improved.
"
Working with ROI Shop was a game-changer. Whenever we needed The ROI Shop for support, tweaks or training, they were always there for us. I couldn't ask for a better partner."
Beverlie Heyman
Director of Sales Enablement
Interested in improving your win rates?
Stop selling features and start talking value
