quotascammedeverytime

account executive

How do you create urgency when your product has no monetary ROI?

how do you get your champion a winning business case for DMs, and how can you create urgency so they are compelled to stick to the timeline for close? it's proving very difficult with current product I'm selling because the pain is so spread out across the org that no one person is feeling it extremely, and if they are they are not the DM.

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poweredbycaffeine

WR Lieutenant

☕️

Multi-thread the deal and bring all stakeholders and DMs into a call. If you can’t sell to them it’s going to be incredibly hard for your champion to sell for you.

quotascammedeverytime

Opinionated

account executive

Good advice, have been working on this

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I would make sure to localize the pain as well. For example “your team/vertical has this problem, and it costs $xxx. We get to that number through Y numbers of hours wasted by z number of people.” You create the full model, and you get one or two of the people whose teams are affected how this fix saves them, and the greater org, a lot of money.

oldcloser

Arsonist

💀

Yep- Putting a fine point to the cost of doing nothing. It’s always there. There’s always a knife handle sticking out that can be twisted. The tact level necessary is client specific.

CuriousFox

WR Officer

🦊

Or you could quit.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Rehab is for quitters. This sounds like a consultative large ticket sales environment. You got quotas.

CadenceCombat

Tycoon

Account Executive

“What happens if you keep doing things the way it’s currently being done without implementing new solution?”
If they don’t have at least some vague notion of the pain they are solving for, you can say “most companies in your situation seem to be dealing with xyz challenges. Is that something you relate to?”
Direct monetary ROI is such bullshit. Even if a clear line can be drawn to support direct monetary ROI with your solution, any competent buyer will only lean on you for this to help support the outcome they’ve already chosen or they will rightfully disregard your estimation because you’re clearly not an impartial party.
Don’t focus on demonstrating direct monetary ROI. Focus on identifying the pain and keep hammering on the pain.

kitxkatxx

Contributor

AE/Full cycle sales betch

This - use COI, it leverages present realities instead of theoretical returns.

sleepingjaguar

Opinionated

CSM, Emerging Markets

Exactly, doesn’t matter what your company says OP, all that matters is you can prove youve solved same or similar problems/pain for similar companies in their vertical. Even better if you can tie it to their competitors too.

NoToBANT

Catalyst

Senior Account Executive

Unfortunately this is the case for like 90% of products - it’s very very hard to prove a direct ROI.

It is one of those cases where companies on their own urgency not yours.

The best you can do is
1) work out what those timelines are early in the process so you’re not forecasting it early - then you don’t need to create urgency
2) have a pipeline full of deals are different stages so you’re not scrambling for one deal and offering fake EOM/ EOQ offers

Good luck!

jefe

Arsonist

🍁

It's good to see the truth being spoken here.

Everyone harps on quantifying the cost of inaction and proving out the ROI, but so often it's extremely difficult to actually do.

Don't get me wrong - I fully support doing that whenever possible. But too many people underestimate the complexity of doing so in a compelling manner.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Love those points you've brought up! Forecasting accurately is an art and a challenge, but ensuring you've got something in the right timeline is critical.

Dishpit

Good Citizen

Full-Cycle SDR

If it's a generalized pain point without a direct ROI, it sounds like you could swing a case for improving company efficiency. Not exactly a direct dollar ROI but the right business minded DM could see that being beneficial enough to make a deal.

quotascammedeverytime

Opinionated

account executive

Yes that’s currently how I play it, and the DM might agree but still drag their feet

pirate

Big Shot

🦜☠️ Account Executive

What wouldn't have ROI as a product?

Justatitle

Big Shot

Account Executive

How do you bring them all together to show everyone has a problem that can be solved? Mutual account plan?

Diablo

Politicker

Sr. AE

You have great comments. Monetary ROI is challenging to justify depending whether the product is must or good to have. As the pain points are spread, why not pick the top 3 where you have max impact to create?

wolfofmiami

Opinionated

🐺

Pressure then to close the deal.

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quotascammedeverytime

How do you create urgency when your product has no monetary ROI?

18 comments

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