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How to Streamline Software Sales with ROI Selling Tools

Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your solution is the right one for them. 

Another change in the sales arena is new buying habits, often referred to in marketing speak as the “buyer’s journey”. Most if not all buyers perform advance research online, and only begin to speak with a sales representative towards the end of the sales cycle when they are nearly ready to make a decision. 

This means that when the time comes, not only must you be able to justify your price, but you also need to be able to show value. You can no longer expect to slide in to win a sale merely with the strength of a flashy presentation and a ready-made proposal. 

13 Things to Consider When Investing in Sales Tools

Let’s just say it: You can’t survive in this hyper-competitive selling environment without the right tools to generate and qualify leads, gather customer data, and prove your product’s value.

But where should those sales tools come from? Should you build your own or invest in a third-party solution?

Let’s compare building a homebrew tool and investing in tools from a vendor who exclusively focuses on Value Selling.

How to Make Value Selling Work for a New Product or Category

If your company recently launched a new product or service, or is competing in a new category, you may be wondering how to convince prospects to consider your solution.

You haven’t had the opportunity to build up much evidence yet; you lack testimonials, and don’t have the data to show potential buyers how your solution can save money, build revenue, or help solve a problem.

The underlying challenge is that buyers don’t know how or why to buy your solution. Since it’s new, it’s different. Buyers are unsure where to start, especially if the value your solution delivers falls outside of traditional metrics and thinking

3 Things Sales Teams Must Do to Increase Sales Performance

It’s more important than ever to ensure your salespeople have the tools and training needed to focus on selling value over features. Today's buyers are better informed because their education process has changed. Buyers have more information at their disposal, and you aren't in control of everything published about your company and solution.

How to Defend a High ROI in a Business Case

“That ROI is way too high. It can’t possibly be right.”

Have you heard this from a customer?

At this point, do you:

  1. Reduce your value estimates to lower the ROI, or
  2. Go through the calculations with the customer to prove the business case?

The correct answer, of course, is number two

How Value Selling Tools Strengthen Sales Techniques

How many sales techniques and methods have you trained in, read about, or considered for your sales team? There are lots of them out there, each purporting to help you get in there and lock down that sale.

Recently, I ran across a review of well-known sales methodologies for closing complex sales by David Peralta, the content marketing manager at iSEEit. He talks about several methods into which I believe value selling tools would neatly fit.

Read on for an overview of six sales methods from Peralta’s guide and how value selling tools and calculators can enhance these practices. 

How to Use Value Selling Tools to Win Over the Data Driven Buyer

The data driven buyer is the one who makes decisions based on concrete metrics and financial arguments rather than something that seems fuzzy, like an improved user interface or a list of features. This buyer wants to have a firm basis from which to choose the solution with the best value expressed in dollar signs or productivity numbers. 

When it comes to winning over this type of buyer, assessment tools, Value Calculators, and ROI Tools contribute the information he or she craves. In turn, these tools provide your sales representatives with the data they need to clinch the sale.

5 Great Things All Marketing Leaders Do

Marketing leaders have an array of methods and techniques available to them, just as all marketers do. What makes them leaders is their ability to make a customer notice and purchase a particular product or service, especially when there are other purveyors of a similar offering. 

Here are five great things all marketing leaders do that put their companies at the front of the crowd. 

4 Steps to Help Fill Your Value Selling Toolbox

Buyers tend to take the same journey every time they make a high-commitment purchase. They realize there is a problem and begin researching potential solutions. Unfortunately, they are not always methodical in their search. 

As a value-seller, there are tools you can use to help steer them in the right direction. Even though today's buyers have gone further into the sales cycle before contacting you, some of these tools are meant to help prospective customers before they signal their readiness for a sales contact. 

Other tools help your sales representatives build a convincing business case to take to the financial decision makers. Whatever the situation, here are four steps to help you fill your value selling toolbox.

10 Amazing Benefits of Value Calculators

Nothing better makes the case for change in front of decision makers than showing the red ink on your buyer’s bottom line. A value calculator is a highly effective tool for displaying all of that red and identifying that it’s caused by a problem your product or service can solve.