Like it or not, your prospects are building business cases whether YOU know it or not.
Like it or not, your prospects are building business cases whether THEY know it or not.
This is especially true if the contacts you are engaging with will need to present or “sell” the solution to the people who will sponsor the project and release funds for it. These project sponsors who are either C-level or Board of Directors are usually mainly concerned with $$$ – which equals ROI. How much $$$ will I get back if I spend $$$. This is the gospel truth!
Following the Challenger methodology, the business case should provide the warmer to demonstrate that we understand the “current state of play” and try to work in a bit of emotional drowning as well. The 2nd part should then be about what we can deliver and the benefits that they will get from us. If these 2 parts make sense, the ROI should provide the final knockout punch!
If they prospect is not convinced of the numbers there, that’s even better because it forces them to engage with us and they will need to justify and prove why they don’t agree with the numbers. It forces them to examine themselves which is always a good thing.