Are you looking for a repeatable, scalable process for engaging customers? Many organizations today are challenged with managing unstructured forms of customer value—spreadsheet-based ROI, TCO, case studies, proof points, pain points, solution enablers, competitive differentiators, and more. To properly scale your value selling efforts, these are 7 key considerations you should take into account when looking for a value selling platform:
1. Secure Environment
Does the platform have a secure environment to capture confidential and proprietary customer information?
2. Collaboration
Does the platform allow you to bring in external parties to start to participate in the data collection, data entry, and analysis that goes into some of the assumptions? Can your customers easily access the platform and collaborate with you?
3. Trust & Confidence
Does the platform allow you to build trust and confidence with your customers to share key insights into some of their operational costs?
4. Robust
Does the platform allow you to capture lots of different elements and variables for different business models and assumptions that bear on the economic performance of the business?
5. Intuitive
Is the platform easy to use with customers?
6. Integrated
Does the platform seamlessly integrate with your CRM solution or other technologies being used by the sales team? The last thing the sales team wants is another separate application they have to use to do their work.
7. Continuity
Does the platform allow you to have a continuous customer conversation from product marketing to sales to customer success, and other service teams? You want to be able to transfer data into other systems and extend the value conversation to other teams. As the customer moves from the prospect stage to the customer stage, all teams need to be aligned on the value customers care about most as well as outcomes that the customer is expecting to achieve.
Learn more in this video with Gerry Murray, Research Director of Marketing and Sales Technology at IDC, about key elements you should look for in a value selling platform. WATCH NOW >
