ROI SALES TOOLS
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Transcript of ROI SALES TOOLS
1www.roicalculators.com
A compelling business value proposition is the engine that drives sales
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Our Industry Leading B2B Clients
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Communicating and Quantifying Business Value
Features & Functions
Operational Capabilities
Business Value
?
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Business Value Framework
Business ValueFramework
Business ValueCalculators
Business ValueSales Presentation
Business ValueCase Studies
Business ValueWhite Papers
Business ValueBrochures
Business ValueSales Training
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Mapping to the Sales Cycle
Awareness Interest Belief Acquisition Reinforcement
Initiate Educate Confirm Transfer Extend
Campaign Sites
Email / Leadgen Sites
Online Interactive Tools
Animations
Press Releases
Journal Articles
Print / Banner Advertising
SEO
White Papers
Business Value Modeling Tools
Sales Presentations
Brochures / Flyers / Business Value Profiles
Webinar Series
Case Studies
Business Case Presentation / Cost Justification Proposal
Proposal Text
Statement of Work Document
Solution Performance Measurement
Case Study Development
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Web Calculator
http://www.estimatebusinessvalue.com/emc/documentum/intermarket/web/
Used in Web site customer engagement and lead generation campaigns. Also useful as directional analysis for field sales professionals and partners
Purpose
1. Branded Interactive Tool
2. Research
3. Analysis Development
4. Messaging and Dynamic Report Development
5. Hosting & Quarterly Maintenance
Deliverables
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Standard Web & Desktop Calculator
Used in Web site and sales-rep driven customer engagement to accelerate sales with a business value discussion.
Purpose
1. Branded Interactive Tool
2. Load via AIR or CD
3. Research
4. Analysis Development
5. Messaging and Dynamic Report Development
6. Hosting & Quarterly Maintenance
7. Licensing Server Management and Analytics
Deliverables
http://www.estimatebusinessvalue.com/lesssoftware/web/
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Robust Calculator – Multiple Offerings
Used in direct sales engagements with customers with more analysis complexity.
Purpose
1. Branded Interactive Tool
2. Research
3. Analysis Development
4. Messaging and Dynamic Report Development
5. Hosting & Quarterly Maintenance
6. Licensing Server Management and Analytics
Deliverables
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Business Value Selling Benefits
Increased Revenues Through More Deals
• More qualified leads from ROI based marketing collateral and sales tools
• Increased deal close rate by up to 60%
• Less need to discount prices since value has been established
• More options sold per deal
• More maintenance support revenue from higher sales price
Reduced Costs
• Reduced sales cycle by up to 40%
• Less time spent in lengthy cost justification proposal development
• More doors opened with a strong economic reason for why prospects should engage in a business conversation
Increased Revenues Through Higher ASP
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Validate Conduct focus
groups to validate the business value framework, and identify customers for rich value-based case studies and testimonials
Engage Develop marketing
collateral and sales tools designed to help prospects and sales reps to communicate and quantify business value
Discover Develop a business
value framework that encapsulates the business value associated with the solution (Revenue enhancing, cost reducing, strategic benefits, and total investments)
Three Phase Plan
Phase 1 Phase 2 Phase 3
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Thank you!