Just Released: 2023 State of Revenue Enablement
Get The Report »

Scaling your Value Selling Program? Why Spreadsheets Don’t Work for Value Assessment Tools

By Tom Pisello | April 21, 2020

Value Assessment Tools are essential, to help you empower your sellers, customer success team and partners to create financial justification business cases – for new business AND renewals.

A solid, credible justification is now a requirement for today’s frugal, risk averse buyer, to get your proposal out of budget lock-down jail to YES. And you can’t wait for prospects to ask for the justification. You have to proactively provide a business case on every significant new and renewal deal.

Like many, you might have built a spreadsheet to help drive your financial justification efforts with sellers and partners, but there are seven significant limitations you should consider with spreadsheet-based value selling programs:

#valueselling #valuemarketing #valueassessment #ROI #spreadsheet #ROIcalculator #TCOcalculator #financialjustification #frugalnomics #businesscase #businessvalue #salestools #sellingtools #salesenablement #salestechnology #sellingtechnology #valuemanagement #valuestory #valuemessaging #valuestorytelling #RealizedROI #realizedvalue

Stay informed!

Subscribe to our newsletter to receive our latest blog articles and free resources to help you in your research process.

I agree to:
i) Mediafly's Terms of Use and Privacy Policy.
ii) Receive communications from Mediafly including relevant information on Mediafly products and services (You can unsubscribe from these communications at any time).