Value Selling - Maximising your deal profitability - Part 1

In this video youll hear about SAPs value selling program for channel partners. We look at the value the program delivers to the partner, and how you discuss value generation with the prospect in the sales cycle. Examples are included discussing how a company makes a decision, and how every feature of many different types of proposal need to be made comparable. This comparision is done by financially valuing the feature. These metrics can then be use to compare different types of option. A new machine for the shop floor gives the business 100k more revenue potential (greater throughput), a mobile sales capability is worth 150k (quicker order processing) and an ERP is worth 200k (better management of order throughput and quality). Now the decision makers can see that the ERP solution is the best investment, assuming all three options cost the same.

Category:

Science & Technology

Tags:

• Value
• Selling
• business
• need
• SAP
• costumer
• solution
• sales
• enablement
• PDAgroup
• Enablement
• Partner
• Enabling
• Best
• Performance
• Sales
• ERP
• Sell
• Capacity
• Capability
• Productivity