There is an old saying that “If you’re not going to run with the big dogs, your better off staying on the porch.”
It means, you need a passion to win against your tougher competition to grow market share and revenue, you have to be willing to skill up and beat them.
Lately we have been posting on the topic of Business Value Selling.. basically the building and leveraging of the best financial business case to grow deal size and close business.
FYI, the tier one big dogs of ERP software, Oracle, SAP, Infor and Microsoft have Business Value Selling departments of 15 plus people each to support their sales force in capturing big revenue from big accounts. Selling on the financial business value of their software.
Why would they make that investment? Because it works.
Some calculating the BVS process grows deal size by 211%. See below:
Do you need to:
Improve your sales close rate, grow your deal size or perform better in C Suite presentations?
Then, the below webinar is meant for you. Take a look. It is 20 minutes long in total but the first 5 minutes give you the big idea.
https://www.thefrantzgroup.com/customer-value-business-case-selling/
Want to talk?
Email me at jefrantz@thefrantzgroup.com or utilize our contact us form.
We will meet with you for 30 minutes without contract or cost.
Frantz Group is a 30-year-old fractional chief revenue officer consultancy boutique firm.
Best Regards,
John