Summary

This Episode revolves around the topic of business casing and ROI in sales. We discuss the challenges salespeople and companies face in building business cases and driving ROI in deals. We highlight the importance of understanding the metrics and financial implications of a prospect's pain points and how to use that information to build a compelling business case. We emphasise the need for salespeople to proactively capture the necessary information right from the beginning of the sales process.

As always we provide tips and techniques for effective business casing.

Takeaways

• Building a business case is crucial in sales to secure deals
• Salespeople should proactively gather information about a prospect's pain points and the financial implications of those pain points
• Understanding the metrics and financial value behind a prospect's challenges is the cornerstone of building a compelling business case.
• Probing questions are crucial to uncover the root cause of a prospect's pain points and identifying the financial impact.
• Be prepared to capture the necessary information for a business case from the beginning of the sales process
• Business cases should be presented in the prospect's branding, not the salesperson's, to create a sense of ownership and credibility.
• Listening to sales calls and continuously improving questioning skills can help salespeople uncover valuable information for building business cases

Chapters

00:00 Introduction and Personal Updates

01:34 The Importance of Business Casing and ROI in Sales

05:19 The Increasing Need for Business Casing

09:05 Differentiating ROI and Sales Business Cases

10:25 When and Where to Use Business Cases

11:56 Preparing for Business Casing from the Start

13:31 The Challenges and Solutions in Building Business Cases

16:48 Using Existing Resources and Tools for Business Casing

18:16 The Importance of Probing Questions in Business Casing

21:18 The Value of Metrics and Financial Implications in Business Casing

24:17 Avoiding Common Mistakes in Business Casing

28:24 Closing Remarks and Call to Action