This guide advises you, as an SAP sales representative, to follow four simple steps to successfully deploy value-based business cases in your sales cycle. You will be introduced to the four steps used to thoroughly build a value-based business case. Examples will help you better understand the approach of value selling.
The e-book concludes with the top 3 tips for building business cases and an outlook that even takes the value selling approach one step further.
After reading this e-book, you will be able to:
- Diagnose your prospects’ business drivers
- Align the benefits of your solution with your prospects’ pains
- Quantify the value of your solutions in financial terms
- Give your prospects an outlook with regards to the implementation