Do you need to build a value story, business case, or ROI model with quantifiable benefits? Here are five guidelines that I use to to do this effectively.
Category Archives: Value
Thinking about… Have we built a business case for our competitor?
If we spend the effort to build a Business Case showing positive ROI, is there a risk that we’ve also built a value proposition for our competitor?
Thinking about… Mentioning product names
“We sell solutions, not tools”.
When is it ok to mention product names in a meeting, demo or presentation?
Thinking about… an awesome demo
What makes for a good demo delivery? It’s critical that we link the “what” to the “why” and continually talk about capabilities and business benefits, instead of features and functions.
Thoughtful Presales 