How it Works

Get started with value selling in 4 steps

Step 1

Determine the key components of your value proposition

  • Simple, succinct value proposition that can be described in elevator or whiteboarding session
  • Leverage case studies, testimonials, and analyst reports
  • Relate to measurable operational activities and outcomes
  • Examples: Save time sorting through files, Reduce number of files lost, Improve chance that most impactful file is located

Step 2

Quantify your value proposition

  • Quantify value drivers
  • Develop calculations – use existing ROI spreadsheet, or we can build one for you
  • Systematically consider common value drivers: Hard Cost Savings, Productivity Gains, Revenue Acceleration, and Risk Mitigation.

Step 3

Setup and deploy VisualizeROI applications

  • Create dynamic, visually engaging application for multiple stages of your marketing and sales cycles:
  • Publish Lead Harvester™ to your website for lead generation

    VisualizeROI makes it easy to convert your value models into visually engaging components you can deploy to your website, social channels, or email campaigns.

  • Publish Value Collaborator™ to your sales or customer success teams to enable dynamic, value-based discussions
  • Integrate with your marketing automation application, and/or your CRM application

    VisualizeROI provides technology to make sure your existing sales workflows, and data provided by
    marketing, are integrate into a seamless fashion into your value story. Data used for value conversations are automatically put back into your own CRM

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Step 4

Get your sales team to start selling value. Consistently.

Now the sales team has an application that ensures they not only ask the right questions on the first call, but also translate the
answers into a value story for the customer. The customer can collaborate easily in a dynamic, visual application with the customer around the value story

Know what works and what doesn't.

Enjoy shorter sales cycles, maximized deal sizes, and higher win rates.

VisualizeROI provides incredible analytics and tracking to measure every step of the sales process. Know how your sales reps are presenting value. From individual performance metrics, to data about how clients utilized your model, you will have the analytics available to measure and improve all areas of client engagement.