The client, a health care technology provider, had aggressive growth targets. However, in an especially competitive landscape the company needed differentiators to win hotly-contested deals. The company also felt its incumbent sales methodology was outdated and unresponsive to the current environment.
The client engaged TFP’s ROI4Sales division to conduct a value inventory workshop to establish and prioritize the values it offers to its customers. In the workshop, ROI4Sales helped the firm document and prioritize its central values and demonstrate its competitive advantages relative to other technology providers. As part of the workshop, the client gained the knowledge and tools it needed to generate a quick ROI, generating value collateral at multiple points throughout the sales engagement—from collecting data, to analyzing benefits, to ROI analysis, to post-implementation analysis.
As a direct result of the workshop, more sales reps exceeded quota than in previous periods.
What They Said
“ROI selling is about connecting your company’s value proposition with the prospects highest needs in a universal language, money. Because of our investment with ROI4Sales, we can now better quantify our value from the customer’s perspective. Presenting proposed ROI for a prospect is just the leverage needed in order to address the land of (FUD) Fear, Uncertainty and Doubt.”—VP, Sales and Marketing