TCO and ROI are two important metrics that buyers and C-level executives look for to justify an investment. Which metric you should supply depends on the question the customer is asking.
In B2B sales we are taught to understand the needs of our customers. To truly accomplish this, sales people need to do their homework.
How well are we listening to one another?
This blog post reviews key strategy points and best practices in Engaging at C-Levels for your sales opportunities
How do you ensure your teams are positioned to drive impactful value propositions on your key quarterly deals?
Here are some tips.
Most mature executive business leaders figure out the key metrics that drive the business and then get laser focused on those metrics.