No-Decisions are Crushing Your Sales Goals
The #1 reason for the “status-quo” outcome is poor value articulation and the failure to quantify the cost of inaction. A fancy demo will no longer win the deal. It must be accompanied by a compelling, believable financial business case.
Helping companies from all industries sell VALUE, not features.
Companies Don’t Care About Features, They Care About Business Outcomes
Increase win rates
Decisions are now being made 2 to 3 levels up, and these folks only care about increasing revenue and reducing costs.
Building the financial business case is no longer a nice-to-have. It’s now critical in getting the deal done.
Reduce discounting
By quantifying your prospects current state problems and showcasing the financial impact of solving those problems, it will allow you to stand firm during price negotiations.
Remember, With the absence of value you will always sell on price.
Increase deal value
Many reps are afraid to add additional products and services in fear that driving up the price will result in a lost sale.
Once a rep can clearly articulate their value, they will be more confident to propose additional services.
Shorten sales cycles
Clear, believable and compelling ROI projections will create urgency.
We design our calculators to highlight the cost of inaction, to help create a more compelling event.
Boost confidence
Confidence is everything, when it comes to sales. Unfortunately, most reps do not understand the true of their offering.
Once a seller understands their financial impact, it’s a complete game changer.
Faster onboarding
The faster a seller can articulate the value of their offering, the sooner they'll be closing deals.
An ROI calculator is an excellent training tool for onboarding new salespeople.
Why Most Calculators Fail
With hundreds of implementations & rollouts under our belt, we will work with you to understand your sales approach, provide best practices, and develop a game plan to ensure adoption.
#1 Overcomplication
When building an ROI calculator, it's crucial to avoid the temptation to quantify everything. Instead, focus on a few key benefits and start there. Applying the 80-20 rule can help you prioritize which benefits are most relevant to your customers.
#2 Build it for your prospect
It’s essential to keep in mind who the calculator is intended for. It’s not for your SCs, or salespeople. it's for your champion. They are the ones that must feel comfortable and confident when presenting internally. Failing to keep the focus on the end user, can result in a calculator that misses the mark.
#3 Lack of rollout plan
An effective rollout plan is just as crucial as the calculator itself. Simply presenting the tool to your reps and expecting them to use it effectively is a recipe for failure. Your reps need to be trained not only on how to use the calculator but also on when and where to introduce it in the sales process.
#4 Lack of executive support
Executive support is essential for the success of value selling. If senior management merely views it as a "good thing to do" without providing sufficient reinforcement, adoption will be non-existent.
Interested in improving your win rates?
Quantify the value of your product/ service with ROI Shop and sell faster.
