NewTek Sales Enablement Spotlight: Double Your Revenue in 1/2 the Transactions
By Jim Bask
Sales Enablement Spotlight: Double Your Revenue in 1/2 the Transactions
No matter which TriCaster model you show to a customer, your time, effort and investment into demonstrating and communicating value is approximately the same. But, depending on what you show and how, the revenue you generate can be dramatically different. NewTek Product Marketing and Sales Enablement has produced a new sales tool outlining what you can show and discuss during your sales conversations to help turn a TriCaster Mini prospect into a TriCaster 460 Advanced Edition customer—and potentially double your revenue in half the number of transactions.
Sales conversations and the customer’s purchase decision typically come down to one of two factors – product features and price. While both are important in the grand scheme of a transaction, maintaining a balance between the two can be a challenge—especially when relying too much on one or the other can affect the outcome of a sale.
Ideally, each NewTek TriCaster product sold to a customer would be a TriCaster 460 or higher—with every single unit purchased having the optional TriCaster Advanced Edition software attached. Not only does the customer get the best price-performance value, you generate more revenue as a result.
However, that isn’t always the case. Some customers choose TriCaster 410 or TriCaster Mini over TriCaster 460 simply based on their budget, but others choose TriCaster 410 or TriCaster Mini because they don’t feel the TriCaster 460 presents enough in the way of differentiation to warrant the additional expense. What you show and how can change that perception and help facilitate a more profitable sale. [Continue Reading Full Article]