CREATE A WINNING SALES TEAM
We train sales and marketing teams on value selling with in-person value methodology sessions.
ROI METHODOLOGY BOOTCAMP
Teach your teams the strategies for generating a winning ROI.
​
Using the three-step process, we’ll train your team on how to articulate the value points in solutions, refine your sales skills, and bring value to the sales close.
Learn the three-step process to move the prospect through the sales funnel.
COURSE OUTLINE
FOUNDATIONS
-
Quickly assessing the ROI potential
-
Scoring the potential
-
Why use financial metrics
CALCULATIONS
-
Reviewing the metrics
-
Strengths and weaknesses of NPV, ROI, Payback, TCO and IRR
-
When to switch to another metric
COSTS & BENEFITS
-
Assessing project costs
-
Assessing direct benefits
-
Assessing indirect and productivity benefits
OTHER TECHNIQUES
-
Measuring the value of an on-demand solution
-
Worst-case scenarios
-
Fixing ROI problems
-
Establishing ROI milestones
-
Developing the business case
SALES SCENARIOS
-
Group Scenario One
-
Group Scenario Two
"Ian Campbell does a great job explaining how important value is in the sales process.
I’ve spent my entire 35 years working in corporate America for companies like IBM, Ford and Comerica Bank and have been involved with marketing, sales, purchasing, HR, finance, manufacturing and software development; and this book nails it right on the head. Keep it simple, stick to the top five, make sure it is their data and calculations and keep it honest without any undue pressure.
​
The book is an excellent reference, the only issue I see is that you can’t just read a book, you need someone like Ian to work with you as well to help train you with these methods. As a newbie at IBM Sales School, I spent weeks practicing sales calls with these same basic rules."
