Enterprise B2B sales professionals selling complex solutions experience long sales cycles, multiple key stakeholders and formidable competition during an intensive sales process.
Today’s buyers are educated about vendor offerings through web-based research before meeting with vendors. Successful B2B reps use Value Propositions early in the sales cycle to communicate the financial value their solution delivers to similar customers.
Warren Buffet is quoted as saying, “Price is what you pay. Value is what you get.” Yet, Marketing creates and publishes 30-50 PowerPoint decks for customer presentations that mainly speak to your company and products. Where’s the value to the customer? Web-based Value Propositions are industry-specific, establishes credibility by speaking the customer’s language, addresses relevant customer business issues and demonstrates typical customer financial results using your offering.
Grow Your Qualified Sales Pipeline
Top B2B professionals know more qualified sales opportunities result in higher annual sales revenue, quota attainment and earnings. Value Propositions help sales reps qualify new opportunities faster and create competitive differentiation by engaging prospects in early collaborative discussions around tangible Customer Value. Digital Value Propositions visualize to buyers in real-time results using specific customer data. Financial expectations for ROI, TCO, profitability and more are immediately calculated and displayed with supporting graphics.
Forrester Research reports, “The first vendor that succeeds in communicating a vision to executives wins the business 74% of the time”. Most potential B2B sales opportunities are lost by vendors attempting to enter the sales process after a competitor already established a successful customer vision. Value Propositions win early stage meetings with executive buyers by jointly defining the objectives for a Customer Value Proposition before competition has an opportunity to react. Senior buyers agreeing to assign “our resources” to explore your solution further leads to more competitive wins.
Sales engineers, subject matter experts and product managers perform their best when asked to support already qualified opportunities. Collaboratively developed Customer Value Propositions become the standard review document for decision-makers resulting in shorter sales cycles versus a “bottom up” customer analysis process by middle management. A collaborative finalized Customer Value Proposition reduces negotiation time with procurement and lowers average discount rates.
If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.
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