Visualize ROI, With Your Customer


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If you’ve been reading this blog, you know how important financial and business acumen is for effective B2B selling. The reasons:

  • It supports demand creation approaches and initiatives
  • Enables reps to carry on business value-oriented conversations
  • Enables product/service links to customer’s specific long-term business objectives
  • Provides basis for gaining and maintaining access to senior executives
  • Supports reduction or elimination of commodity pricing demands
  • Removes selling focus on product specifications
  • Can be a significant differentiator for salespeople
  • Raises effectiveness of Consultative/Solution/Challenger approach

So I was already primed when I was introduced to Mike Genstil, CEO and Founder of VisualizeROI.

Mike’s company has a powerful software app that allows those in a selling role to model the impact of their product and service on their customer’s business and supports a dialog with the customer about that value in an engaging and effective way.

Although the model Mike built with me during an interactive web session was basic, he was delighted to provide us with a much more complex model. We reviewed that model and tested the VisualizeROI application his company built. We like it.

Here’s an example of a Visualizer Mike’s team created for VMware by transforming a complex TCO spreadsheet that was created by a consultant they hired. VMware is using VisualizeROI’s model as part of a competitive marketing campaign. Here it is. You might want to check it out.

Republished with author's permission from original post.

Dave Stein
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent.Dave is co-author of Beyond the Sales Process. He wrote the best-selling How Winners Sell in 2004.


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