Gain a distinct sales advantage with financial value.

It boosts your ability to sell to C-level executives, increase account-based marketing leads, resonates deeply with executive account-based makers, and the financial buyers alike — and maximizes your effectiveness as a consultative selling force and best of all, improve your sales pipeline quality.

Start with Risk

Behind every enterprise or corporate project involving buying software, hardware, products, services, outsourcing, the cloud, etc., there are underlying currents of RISK impacting the decision-making process.

As in the case of enterprise software choices, there can be hundreds or thousands of requirements. With so many outcomes relying on data-driven decisions, scoring solutions with matrixes, checking references (and not just the two or three you give them), and stringent SLA demands, the committee and decision makers will weigh and assess the risk to the company and the risk to themselves.

Risk goes beyond individual executives having to make the best vendor selection or getting the right product that will deliver on all its promises. It is a complex equation of many “risk” variables that can derail your opportunities.

Out of all the potential risk pitfalls which is #1?

Losing the executive their job

Wasting the executive(s) time

Wasting the company’s money

Losing internal credibility for the executive(s)

Stop Wasting the Company’s money

In the independent research study, What’s the Future of Sales” by SAP©, the derived insights, emerging trends, changing benchmarks, and new strategic thinking on how technology is being bought across 1,200 well respected global business buyers identified wasting the company’s money as the #1 risk of buying executives. I see this premise when vendors sell into the enterprise, and the buying committee must extend themselves and state explicitly what they expect to receive in benefit or value for the spend.

It is unfortunate that even in 2017, the percentage of vendors who can articulate the financial value of their products or solutions, align that value to the gaps in their target account financials, and attach the financial value to their references to drive unquestionable credibility, is still dismally small. Without a stated value outcome, and the proven data to align and predict the value or returns, companies must transfer more trust over to the vendor than is optimal. I am not referring to a simple ROI, but a total alignment of how products or services impact the target companies P&L, Balance Sheet, Income Statement, and deliver into the statement C Suite initiatives that drive shareholder value and profits quarter by quarter.  That value selling, building value across your buying committee which supports consultative selling, is very strategic to selling more. 

Figure 5, page 7. What’s the Future of Sales? Independent Research Commissioned by SAP. © 2014 

Improve Pipeline Quality 20%

Being able to sell with financial value hits the mark square-on in that you will not be viewed in the same vein as your competitors and will NOT waste your prospects company’s money! It will boost your selling to C-level executives, improve your leads from your account-based marketing programs (ABM), and absolutely augment your effectiveness as a consultative selling force.  This resonates deeply with executives, decision makers, and the financial buyers alike. It gives you a clear competitive advantage and directly improves all revenue activities, including:

… targeting, prospecting, appointment setting, business cases, campaigning, social media differentiation, AE & Sales Rep performance, LDR effectiveness, inside sales improvements, value selling, better discoveries, presentations, references, proposals, RFP’s, closing, up-selling & cross-selling, outflanking competitors, improves account-based marketing (ABM), aligns sales with marketing, value-based selling, Challenger Sales™, consultative selling, selling to C-level executives…. serving as the “common conduit” driving 20% more pipeline quality.

The end result is improved sales pipeline quality

It will get the attention of your new and existing accounts that you have done your homework, modeled how you deliver outstanding value specifically per each target account, and why you should merit their business. This is a mono: mono or peer: peer approach when engaging with Senior executives and decision-makers

Need to get more meetings with those C-level executives? Want a presentation filled with business outcomes and metrics that will blow them away? SPEEDSHEETS from Revenue Accelerators are designed to do just that. SPEEDSHEETS deliver account-specific and personalized, executive Business Value Narratives for the “front end” of demand gen and the sales cycle. Sales reps need to be differentiated—Revenue Accelerators gives you the tools to get the meetings with coveted decision makers and C-level executives and show them why they not only need your solution, but they need it now.