Customer Satisfaction & Competitive Differentiation
“Nice job on this morning’s call. While we still have a way to go before their purchase, I did want to make known the unsolicited comments made by the customer about your role on the call today. The customer is a stickler for process and detail, so their accolades tend to be few and far between. For the customer’s executive buying team to comment positively takes a lot! To that end, they commented, ‘The presentation is very professional. It’s an easy way to step someone through the justification process and an easy way to show quantitative and qualitative benefits of the vendor’s solution.’
Thanks for doing a great job with this; your attentiveness, responsiveness and professionalism have gone a long way with solidifying our credibility with the customer.”
Value Based Selling
“In the last three weeks, working with the extended sales teams, we have been able to complete two separate Business Value Assessments for two divisions at a multi-billion dollar global account. These will be large transactions that we continue to work to close in the next few weeks.
I wanted to personally commend TFP for the significant contribution that TFP’s team was able to make regarding these BCA’s. TFP was able to take the basis ROI numbers that we gleaned from the customer’s senior management and model it essentially overnight with minimal changes needed! Both of these BCA’s were done in ‘hurry up mode’ based on the client requirements, and I’m not sure how we would have hit the deadline without TFP’s flexibility in meeting our needs.
Yesterday, we presented the first BCA to the Sr. CIO at the customer and their economic buyer. His comment was that they (the customer) should do the BCA type of analysis for all capital expenditures, and that he really liked that specific way that the financials were modeled to support each of the significant areas of ROI. His other comment was ‘I’m not sure I agree with all the numbers, but directionally you are spot on with your analysis and the financial logic you put into each separate business driver makes this both compelling and something that my team can modify as we move forward.’”
Increased Sales Effectiveness and Efficiency
“Thank you TFP for helping our champion build her business case and ROI for the products. This is how budget got allocated by the CEO and CFO.”