Sales & Support

Your customer’s decision to buy is, increasingly, a business decision.

In today's economy, most major sales close when they can be justified to the customer CFO or other management. The Business Case Solution for Sales equips you with a proven approach for establishing the business value of your proposal, with credibility and compelling impact, even if you are not a financial specialist.

Not every sales process calls for a customer business case, of course, but you know that you must respond when your customer:

Asks serious financial questions
Has to justify the sale internally, to the CFO or to an internal review board
Has heard the economic argument against you from your competition
Has serious financial problems (net loss or cash flow problems, for instance)
Cannot differentiate your proposal from the competition in terms of features and functions alone
Seems listless or allows the sales process to stall

How do respond in such cases? How do you lead the customer to see, in compelling, credible terms, that your proposal is the better business decision? Most sales people, marketers, and sales consultants, know that any vendor-produced business case faces serious challenges. You know that the customer knows:

You want the sale and have an interest in producing a business case that favors your proposal
You are not a financial specialist (but your proposal will be given the acid-test by their financial specialists)
You don't have time or resources for a full-blown business case analysis project

Good sales people know that barriers like these are blessings in disguise if you let them stop the competition and turn them to your own advantage. Make no mistake, however, this requires more than a single training, a good "ROI tool," or an inventory of business case success stories and "proof points" — no matter how good.

Creating a successful business case selling capability requires a serious program of actions and resources—some of which come from your own management and some of which can come from Solution Matrix Ltd. The good news is that 10 years of hard-won sales experience with some of the world's leading sales teams and a sure path to successful implementation are accessible to you through the Business Case Solution for Sales. We look forward to showing you how to take this path in your own company.

For more information about the Business Case Solution for Sale, or to request a formal proposal, please contact Solution Matrix Ltd.

The Business Case Solution for Sales

The Business Case Solution for Sales should not be seen as "one more thing" the salesperson has to do. Instead, it is always customized to enable your sales force to excel at what they are already doing and to succeed where they may be failing.

The Solution is tailored to recognize:

The products and services you sell
The background, strengths, and weaknesses of the individuals on your sales team
Your own selling methodology, sales forecasting, and sales reporting structure
The customers and industries you sell to
Your competitive strengths, and your competition's
Immediate, near-term, and long term sales goals

The Business Case Solution for Sales may include any or all of the following:

Practical training in business case selling

Basic business and financial knowledge to build your confidence
How to position the case with your customer, get enthusiastic committment to case-building, and bring about a "transfer of ownership" (it becomes the customer's case, not just your case).
How to build credibility and keep the focus on meeting customer business objectives
How to build a professional quality case that will stand up to CFO or boardroom scrutiny—even if you have no background in finance or business planning
How to package and present to senior management
Handling objections, re-starting the stalled sales process, and taking advantage of your competition

Business case selling tools and templates. Easy to follow guides and scripts leach you to the professional quality results.
Industry analysis and development of business case selling strategy
Coaching and mentoring of sales teams throughout the sales process

Please see our clients page for a list of some of the world-class companies that have used the Business Case Solution to increase sales productivity, shorten the sales cycle, increase the average sale size, and exceed sales goals.

Typical calendar time to plan, deliver, and implement the Business Case Solution for sales:

1 week    Planning and background research
1 week    Interviews with sales management, experienced
                sales people, and product/service experts
2-3 days Onsite training, focused on real account situations that have
                not yet closed, and ending with "next steps" planning and
                commitment
6-8 wks   (Or shorter, when key sales situations close in less time)
                 Follow-up coaching and mentoring

In brief, the typical "Business Case Solution" client wants or needs to see sales improvements in the current month or quarter. For more information about the Business Case Solution for Sales or to request a formal proposal, please contact Solution Matrix Ltd.

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