Design interactive tools that help prospects quantify business value and justify investment to internal stakeholders who control budget decisions.
Prospects struggle to build business cases internally. They know your solution works but can't quantify the value to finance or leadership. ROI calculators solve this they let prospects input their numbers and see projected savings, revenue lift, or time saved. This arms them with data to justify the purchase. But bad calculators are too simple (nobody trusts them) or too complex (nobody uses them). This chapter shows you how to design ROI calculators that prospects trust, structure inputs that feel realistic, and present outputs that build confidence in the investment.
Sales reps need more than a pitch deck. They need email templates that don't sound robotic, case studies that prospects recognise themselves in, calculators that quantify ROI, and videos that explain complex value quickly. Build the collateral that makes selling easier.
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Articulate the specific outcome customers get from your solution to communicate why they should choose you over doing nothing or using alternatives.
Determine how to charge for products and communicate value to maximise willingness to pay whilst remaining competitive and supporting desired positioning.
Identify specific problems customers experience to position solutions around relieving frustrations they're motivated to solve rather than nice-to-have features.
