As more customers require quantifiable proof they are making the right decision when purchasing a new product, solution providers who cannot provide financial justification are at a disadvantage. This is especially true whether you are selling against an incumbent market leader, or fighting against the status quo.
In just 45 minutes you’ll learn how Mark Arman, former Vice President, Business Development for ShoreTel, leveraged an online interactive total cost of ownership (TCO) tool and guarantee program to help his sales reps and channel partners better communicate and quantify the unique value of proposed solutions to prospects, and how he was able to quickly achieve:
• Increased win rates from 62% to 90%
• An additional $30 million in incremental revenue over five years
• Elevated sales margins