VP Solution Engineering
Technical and Business Value Discovery Go Hand-in-Hand
Leverage Your Credibility with Customers to Assess Business and Technical Fit
How often do you engage in an extended technical evaluation, only to discover at the eleventh hour – after gaining the technical win, that there is no internal champion with budget who has a clear understanding of the business value?
When this happens, the deal stalls, and your team becomes deflated given the Herculean investments they have made to win the deal.
Meet and Exceed Your Goals
To prevent this, help your sales rep quantify business pain early in the sales process. Use discovery to understand:
- What they are paying on solutions today
- How much time and effort they are spending on activities
- How often they are experiencing costly incidents
Each of the leading sales methodologies – MEDDIC, Challenger Sale, Sandler, and Miller Heiman – suggests that you quantify pain and quantify value at key stages.