Value selling tools, also known as customer value management (CVM) or value realization tools, enable teams to quantify the business impact of a solution better. They help ensure that the value is realized.
These tools automate the creation of business cases and return on investment (ROI) calculators. This empowers sales teams with quantifiable data to infuse value throughout the sales conversations.
Value selling tools enable organizations to adapt value-selling methodologies and frameworks by aligning value throughout the customer lifecycle. Certain solutions also provide engagement analytics to better understand how successfully some business cases have performed.
These solutions can be leveraged by multiple teams, including solution engineers, sales reps, marketers, and customer success managers, to assist prospects and customers in perceiving value throughout the customer lifecycle.
Marketers can leverage these solutions to enhance website engagement. Solution engineers and sales reps can utilize these tools to create unique business cases to showcase value and business impact. Customer success managers can use these solutions to support renewals and showcase value received.
Some solutions in this space integrate with key business systems such as CRM software, sales enablement software, proposal software, and customer success software.
To qualify for inclusion in the Value Selling Tools category, a product must:
Provide the ability to develop business cases or ROI calculators to share with prospects and customers
Store value selling content, like business cases, in a central location for easy access
Enable non-technical users to edit business case templates at scale and tailor them to prospects’ needs to showcase value and business impact
