Fun Fact: Just 16% of sellers use ROIs for maximum effect.

• Do you like better qualification?
• Do you like shorter deal cycles?
• Do you like larger deals?

Those are three good reasons to consider ROIs more closely, wouldn’t you agree?. It’s time for you to meet “The ROI Guy”. Tom Pisello is a seasoned sales veteran with decades of experience in the realm of B2B Software Sales. It’s his passion and fundamental belief that behind every purchase decision, there needs to be validation in form of a return of investment.

In detail we discuss the following:

1. Why should you address ROI as early as possible?
2. Why don't your customers calculate their own ROIs?
3. How do you get your customers to trust your value proposition?
4. What’s an appropriate ROI? 200%? 500%? 1000%?
5. How can a negative ROI still be of value?

Thanks Tom for joining us and sharing your deep insights with us and our listeners.

Episode Links:

• Tom on LinkedIn: https://bit.ly/3iKLH0i
• Free copy of Tom’s Book: http://bit.ly/3iHrdFP

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim

They are the hidden gem of any sales organization.

Do they get all the attention they deserve? Probably not. Are companies levering them to the maximum? Probably not.Have YOU worked with them? Probably YES!

This episode is dedicated to the extension of our organization: Our partners. Partners can be an important contributor to:

• Sales growth
• Project delivery
• Technical evangelism
• Creating new markets
• Customer satisfaction

As we want to learn from the best, we are very pleased to have Mark Schuster join us. Mark has gathered decades of experience in the realm of managing alliances effectively at all the heavy hitters of the tech space: Microsoft, VMWare, Dell, Salesforce and now UiPath.

In detail we discuss the following:

• Partners or Projects. Chicken or Egg. What comes first?
• How do we achieve a WIN-WIN scenario?
• What types of partners are there?
• Which ones do you need - and for what purpose?

Thank you, Mark for joining and sharing your valuable insights with us and our listeners.

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim

Most agree: Leading with value in sales engagements is key to success.

The problem: It’s not something that comes naturally to everyone.

Starting out in sales, often we take a path riddled with obstacles. Initially, we feel insecure about pretty much everything: Talking to clients, following the right process, understanding our portfolio.

A typical trap we can fall into, is falling in love with our own tech and start bragging about it’s capabilities. It starts feeling safe, as we learn more and more about our own solution. But it’s counter productive! Mature sales organizations have realized this. To lead with value, they have implemented programs. It’s purpose: Close more and bigger deals faster.

Sounds too good to be true? Well, tune into our conversation with Ricarda Rieser, seasoned Value Advisor @ SAP. She shares her experiences and knowledge on how Value Engineering will bring more sales success to you, and even more importantly increased value to your stakeholders!

Ricarda on LinkedIn:
https://www.linkedin.com/in/ricardarieser/

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim