Skip to content

Value Driven Sales

October 23, 2008

I’m in Dallas today co-presenting at the global sales conference for a large BPM software provider. The topic, using return on investment to drive strategic sales, was well received by the audience. The CEO and VP of Marketing in the company were familiar with the case study I presented from previous work together. The CEO highlighted the effect that linking operational measures to key performance indicators and return drivers had on sales in the past software company he ran. By his measures, this approach had closed sales 30% faster, improved close rate by 35% and increased deal size by 75%. He also pointed out how this approach got the discussion out of the IT shop and into the CO/FO’s office. If you’re in the Denver area, I’ll also be presenting the approach at an upcoming ABPMP meeting. Stay tuned for more details.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: