How a $23M Deal Died, Was Revived, and Closed
This post will detail how using an on-demand ROI/TCO sales 2.0 tool can help you sell more, at a higher ASP, with a shorter sales cycle and get your customers to “own the deal”.
Now that is sales 2.0!
Here is a true story.
The largest deal so far this year at EMC Corp. is for $23 million dollars. The reason this deal closed was because of an invaluable selling tool — an ROI/TCO web-based tool that is made available to all account teams.
Without the ROI/TCO tool this $23 million dollar deal would not have closed because the IT group initially shot the deal down with cost objections.
Case Study: A leading virtualization solution provider needed to create an easy to use ROI Tool for customer self-assessments, channel partners and sales professional use. Alinean ported and integrated three existing spreadsheet models into a powerful online tool which is directly responsible for over 1,000 qualified leads per month with record high campaign conversion rates.