Sales value proposition
Sales key pain-points
- Complex, resource-heavy, time consuming and manual process to prepare quote to potential customers
- No easy collaboration possibilities in adjusting parameters of quotes with customer to reach optimal and final quote
- Valuable time is spend on a Sale process that might not generate customer value
- Spreadsheet TCO presentation does not transfer cost variable validity confidence to customer
- Too many cost variable leads to uncertainty and no sale
- Individuals become unique sales personal and project data is not shared in sales team
- Project data is not organized and utilized in sales team
- Leadtime is high on sales projects with unique sales persons
- Customer key data is lost or in “Inbox” format not kept for team usage in Database
Sales value proposition
Do you HOPE that:
➤ your customer finds your offer profitable?
➤ your sales process will be driven by your customer once you let go of sales project control
➤ your customer has sufficient lifetime cost values to identify and convince all stakeholders?
➤ you do not waste time on sales leads that lead to no sales?
Well, HOPE is NOT a strategy, which is why you as a sales professional can use TCO Tools to:
➤ Identify your value proposition prior to engaging your customer
➤ Grant your customer access to the TCO Tools platform – engaging and collaborating with your customer in the sales project
➤ Produce reports that will identify your customer stakeholders (budget owners).
➤ Identify sales leads that do not provide value or lead to a sale
And thereby significantly optimize your time and sales success rate
Sales value proposition
Sales key benefits
- Establish collaboration internally and externally with SME’s
- Obtain full overview and transparency on all cost parameters (TCO) including life-time cost and savings
- Identify disadvantages (compared to competitors) before submitting final quote
- Use client ´language’ – recognizable and obtain client ownership
- Create instant quote, based on customer accepted cost parameters
- Save time and resources in sales process (efficiency)
- Become a valuable consultant and price optimizing partner, connecting customer ambassadors closer to your sales team
- Make the purchase process easier for customer stakeholders by identifying and justifying the investment, visualizing hundreds of cost impact variable in one graph.
- Work with customer in the tool when each party has time, reducing need for meetings and workshops.
- Cutting lead time in quote production by presenting an investment justification for and to the customer for stakeholder acceptance