Value Selling Support

Case Studies

Finding the Competitive Edge

The Problem 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   The company also felt its incumbent sales methodology was outdated and unresponsive to the current environment.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 Solution The client engaged TFP’s ROI4Sales division to conduct a value …

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Determining the Value

The Problem The client, a mid-size software and consulting concern, was expressing difficulty communicating value to their prospects.  This weakness lengthened its sales cycle and impeded its ability to grow revenues. The Solution The company engaged in a value inventory workshop conducted and facilitated by TFP’sROI4Sales division.  The principal goal of the workshop was to …

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Satisfying Cost Justification Hurdles on a Major Deal

The Problem TFP’s client, a major software vendor, was hoping to close a big deal with a large financial services provider.  But the deal had stalled; obstacles were materializing with the magnitude of the deal that was being discussed.  In particular the customer wanted a precise and reliable analysis that demonstrated the financial impact over …

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Talking to the Business to Expand the Deal

The Problem The client, a major software vendor, wasn’t satisfied.   While the sale of a point solution to the customer, a large medical insurer, seemed in the bag, the account team wanted more.  The account executive was sure that he had a lot more to sell that the customer needed if only he had the …

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Growing the Deal by Driving Consensus Across the Enterprise

The Problem TFP’s client—a major software vendor—had set an aggressive target in its negotiations with the customer, a large regional energy provider.  But the customer indicated that support for the acquisition across various business units was inconsistent at best.  As a result, the account team began to consider a limited deal to a single division …

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