Important elements to consider when procuring a value calculator vendor for use by your sales teams.

 

When it comes to selling a product or service, demonstrating its value to potential customers is crucial. A value calculator can be an effective tool for sales teams to showcase the benefits of their offerings in a quantifiable way. However, not all value calculators are created equal. Procuring the right vendor to provide a value calculator for your sales team requires consideration of several important elements.

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Value Models

Are we quantifying the right outcomes? One of the most critical aspects to consider when procuring a value calculator vendor is the quality of their value models. A value model is a set of calculations that determine the financial or strategic impact of a product or service on a customer's business. A vendor with strong value models will be able to provide accurate, data-driven insights to potential customers, which will enhance their confidence in the product or service being sold. Look for a vendor who has experience in your industry or vertical, and who can provide customized value models tailored to your specific offering.

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Integrations

Another critical element to consider is the vendor's ability to integrate their value calculator with your existing systems. A good value calculator should be able to pull data from your CRM (Salesforce, MS Dynamics, Pipedrive, FreshSales, FreskDesk, ServiceNow, HubSpot, other internal systems, and use it to generate customized reports for potential customers. Integration also makes it easier for sales teams to use the tool on a daily basis, as they can access it directly from their CRM dashboard. Be sure to evaluate the vendor's integration capabilities carefully, and consider any additional costs or time commitments required to complete the integration.

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Credibility

Finally, when procuring a value calculator vendor, credibility should be a key consideration. Look for vendors who have a proven track record of success, and who can provide references or case studies from satisfied customers. Consider the vendor's reputation in the market, and whether they have been recognized for their work in value modeling or sales enablement. You want a vendor who is seen as a thought leader in the industry, and who can bring innovative ideas and best practices to your organization.

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Procuring a value calculator vendor for use by your sales team requires careful consideration of several critical elements. By focusing on value models, integrations, and credibility, you can identify a vendor who can provide an effective tool to enhance your sales efforts and demonstrate the value of your offerings to potential customers.