Value Driven Sales
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.