I’m selling a solution that impacts labor cost. Let’s say I’m a sales rep and I have 50 accounts in my territory. It can be accessed from a laptop, desktop, tablet, or smartphone.
#VISUALIZE VALUE SOFTWARE#
Q: How does DecisionLink work?ĭecisionLink is a cloud-based software application that we deliver either through a web browser using our own user interface, or through Salesforce. I wanted to build an application that would bring automation, ease of use, and ease of communication to that problem, so that every conversation could be based on the economic value proposition. If you believe as I do that it ought to be foundational to every conversation, with every buyer, the 0.9 number is unacceptable. That sounds like a lot, but the reality is that each US sales rep got about 0.9 of a value assessment each year. That group could produce about 350 to 375 of these business value assessments per year. At one of the companies I worked for, Siebel Systems, we had a team of about fifteen professionals who did the work of quantifying the value proposition for key deals. As a manager, I helped teams build out the economic value proposition content for key deals, on the fundamental idea that if we’re asking for a dollar, we should be able to tell them what they’re going to get for that dollar.įor instance: How much money are they going to save? How much will they make? What efficiencies will they get or risks will they mitigate? That information should be foundational to all sales conversations. Q: Where did the idea for DecisionLink come from?īerryhill: I spent about thirty years in enterprise software sales, first as a sales rep, then front line manager, then general manager. We caught up with Berryhill recently to ask a few questions about his product and how it helps sales teams dramatically improve outcomes.
We’re excited to partner with DecisionLink to provide the DecisionLink solution to our customers. Jim Berryhill and his team at DecisionLink have introduced an application that changes the game by providing a user-friendly platform for quantifying business value and driving substantive value conversations at every stage of the pipeline. In fact, research by Forrester, The Economist, Gartner, and others show sellers perform poorly, or not at all, for this important communication over 80% of the time. Yet many salespeople fail at having meaningful value conversations with their prospects. Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer.
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