In the age of the customer, communicating business value to prospects and customers that is valuable, relevant and differentiating in every interaction is the key challenge for sales professionals. And equipping them the right way is then, of course, sales enablement’s challenge. Today, let’s discuss a specific challenge that’s coming up more often than expected: Do cost savings represent business value?
In general, cost savings are a translation of the features and functions of your products and solutions into a financial equivalent.
Cost savings express in financial terms what a product, a service or a solution DOES (in this case, saving money, based on its functionality). In the rare case where your key decision maker is a departmental head who is focused only on cost reduction, and at the same time is not interested in what to do with the cost savings, then you could get away with simply communicating cost savings.