Where is ROI Best Applied in the Sales Process?
- Why Change? – Quantify the Pain
- Why Now? – Justify the Gain
- Why You? – Prove Your Not the Same
Quantify the Pain
- Interactive White Papers and Benefits Estimators– evolving from traditional white papers to deliver a more personalized door-opener or leave-behind that includes personalized quantification as to the “cost of do nothing”, value of change, and more targeted value messaging and case studies.
- ValueStory – providing the value storytelling and “back of the napkin” diagnostic assessments and “cost of doing nothing” calculations to help the buyer uncover issues and prioritize action.
Justify the Gain
- Peer Comparisons - Helping the Prospect understand how their issues benchmark versus the competition, and how their current capabilities might be lagging and putting them at a competitive disadvantage.
- Financial Justification – Providing the Prospect with financial metrics which show how this proposed solution’s benefits, ROI, payback, Net Present Value (NPV) savings, Internal Rate of Return and investment risks compare to other projects, all competing for precious resources and budget.
- ValueStory – providing the value storytelling, diagnostic assessments and peer benchmarks and benefits calculations to help prioritize the issue and proposed solutions over competing opportunities and projects.
- ROI Analysis Tools – delivering the financial justification to prioritize your solutions’ value and cost-benefits analysis versus other competing projects.
Prove Your Not the Same
- Deliver incremental value - with more potential savings, greater business benefits and lower investment risks.
- Result in lower Total Cost of Ownership (TCO) – with not just a lower purchase price (a typical focus at this stage of the decision), but lower costs to manage and support the solution over its entire lifecycle.
- TCO Comparison Tools – comparing your solution versus competitors head-to-head to demonstrate lower costs to own, and superior incremental value.