Overview:

Customers will have a formal process to determine the value of any purchase. Utilizing the eROI methodology allows you to engage with the customer to ‘estimate’ the Return on Investment early, to qualify and accelerate the opportunity with the customer.

Learning Outcomes:

• Become familiar and confident with financial terminology
• Estimate value to facilitate ROI conversations with the customer
• Utilize the estimate to accelerate deals or to qualify opportunities out
• Use value to gain access to executives and decision makers
• Have financial dialogue with financial people
• Learn how to use value to create compelling events

Who this course is for:

Sales professionals requiring the skills to be able to estimate value early and present the eROI to their customers.

Benefits to you:

By estimating the value early on in the sales process and discussing value with the customer allows you to accelerate opportunities with customers and quickly access stakeholders.

Benefits to your organization:

Sales people engage in opportunities and commit resources such as demos, without really understanding the value to the customer. Estimating the value early allows qualification of opportunities and then focusing on those opportunities most likely to result in a deal. Quantifying the value can create compelling events and enables the early engagement with power people.