As a follow-up to the recent Market Dominance Guys’ podcast, “Vanity, Vanity, Thy Name Is Value Metrics,” Chris and Corey continue here with part two of their conversation with Mike Genstil, co-founder and CEO of VisualizeROI. Mike and Chris share their insights into value metrics and how to construct and present statements about value propositions and returns on investment. These market dominance experts explain that it’s all dependent upon the job title of the customer rep being addressed, as well as where in the sales cycle you are with that company. Is risk mitigation the most appropriate metric? Is it perhaps better to talk about productivity gains? Or would a statement regarding cost savings be more enticing as a promised ROI? And, as Corey asks, whose job is it to craft the appropriate statement for the value prop or ROI?
Mike cautions listeners about the importance of being careful in the representation of value when talking to a prospect or customer, because it’s necessary that the stated ROI be credible.
He then gives examples of formulas for determining what you should charge a customer by relating it to the amount that company will gain by using your product or service. As with all Market Dominance Guys’ podcasts, you’ll find this sales-related topic both
enlightening and helpful in your quest to dominate YOUR market!
About Our Guest
Mike Genstil is co-founder and CEO of VisualizeROI, an innovative company that enables B2B sales and marketing professionals to easily create and share visually compelling value propositions with prospects and clients.