Smart Selling Tools: Value Selling & ROI Tools a Key Characteristic for Innovative Organizations?

Value Selling and ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling and ROI Tools can contribute to significant revenue growth.


These are the findings of a recent Smart Selling Tools research study of sales and sales enablement executives, investigating B2B Sales Tools to determine which delivered the biggest benefits.

The study looked at the usage and effectiveness of many different Sales Tools including those for prospecting, managing pipelines, sales intelligence, CPQ (Configure, Price, Quote), contract management, planning, compensation and Value Selling and ROI.

Value Selling and ROI Tools were in use at 42% of surveyed firms, and more had deployed these tools than sales contract management, territory and account planning, performance and compensation management, eSigning and gamification.

As organizations deliver and use these Sales Tools, the Smart Selling Tools research indicated a significant impact on Revenue Achievement and Growth. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

A majority, 54% indicating a Significant Increase, and 34% pointing to a Slight Increase as a result of the Sales Tools.

One of the key findings: Sales organizations that are innovators or early adopters are more likely to use sales tools that help demonstrate ROI and provide value quantification. Value Selling and ROI Tools were found to be a key “strategic personality” of firms that are more innovative.

As well, according to Nancy Nardin from Smart Selling Tools, "Something else we uncovered in the research is this: Of all the tasks that make up the consideration and acquisition cycle, the one rated difficult by a majority of the respondents was "justifying the budget." In comparison, determining the need, and identifying potential solution providers were ranked as relatively easy. " Added Nancy, "This clearly demonstrates that sellers need to be armed to quickly move the conversation from product and functionality to risk/reward."

The full research report can be found at: http://smartsellingtools.com/b2b-sales-tools-survey/

An on-demand webcast discussing the results can be found at: https://www.youtube.com/watch?v=gJGhBNwYScg

Comments

Nancy Nardin said…
Something else we uncovered in the research is this... Of all the tasks that make up the consideration and acquisition cycle, the one rated difficult by a majority of the respondents was "justifying the budget." In comparison, determining the need, and identifying potential solution providers were ranked as relatively easy. Just demonstrates that sellers need to be armed to quickly move the conversation from product and functionality to risk/reward.

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