The quick way to get business execs to understand the value of your technology
Apply these dos and don’ts to your next sales pitch for the win
Business executives—and technical decision makers, too—want to understand why a technology solution, product, or service will help them achieve their company goals—especially in this unpredictable economy. They want to hear how you can drive value and outcomes that align with their specific business needs.
HERE ARE A FEW DOS AND DON’TS TO HELP YOU BUILD A PRESENTATION THAT GETS THEM SAYING, “YES, I CAN SEE THE VALUE, AND I WANT TO LEARN MORE!”
Do
Start with growth or profit. Most companies are looking either to grow or to increase profit. Which of these strategies does your product/service best support?
Identify business outcomes. Popular outcomes include building new digital businesses, increasing organizational efficiencies, reducing risk, and lowering costs. Which one do you enable?
Connect the dots. Illustrate how your solution directly links back to delivering on the desired business strategies and outcomes.
Prove it. Provide customer evidence to support outcomes—even if anonymous customer success stories.
Don’t
Boil the ocean. Pick 2 or 3 areas of value and leave it at that.
Confuse technology with business value. Speeds and feeds are great, but unless they deliver real business value or outcomes, skip all the tech details.
At first, defining business value is hard, but with practice, it becomes easier. Getting good at it will further differentiate you from your competition. If you need assistance or want to know more, we can help!
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