No matter how long you’ve been in business, there’s a chance you haven’t heard of business value consulting before — but you’ve likely needed it. Consultants offering these services are highly sought after because of the massive (you guessed it) value they bring with them. The increased value is focused on three areas of sales: Customer Acquisition, Customer Retention, and Customer Value. Keep reading to learn how Business Value Consulting can improve each of these aspects for a sales team.

Customer Acquisition

Shifting the Conversation

Sales specialists know the key to sales is answering the client question, “What do I get?”. Business Value Consulting gives teams the means to provide a better answer and shift the focus of the conversation from cost to benefit. That answer will also directly communicate business impact. Then, sales teams are able to drive sales based on quantified value, and not just technical aspects of whatever they are selling.

Qualification of Leads

Every minute spent on unqualified leads is wasted money and resources within a team. Part of Business Value Consulting is increasing the accuracy of deal qualification. Sales teams can qualify leads earlier in the sales cycle, wasting fewer resources chasing dead opportunities. 

Customer Retention

Improving the ability to communicate value to clients means that they will stick around for longer. Every sales team knows that it’s far more valuable to keep clients than it is to spend time prospecting, qualifying leads, and selling to new ones. Not only does the cost of the sales process need to be considered, but also the opportunity cost of time spent with unqualified opportunities instead of utilizing resources for quantified leads.

The scalability of a SaaS business depends on keeping customers for a long period of time, and increasing their investment along the way. 

Customer Value

Deal-Specific Business Cases

For strategic deals, a business value consultant can prepare a deal-specific business case that shares ROI data. This allows a sales specialist to definitively prove the value of their solution. What does this provide for an organization? The ability to close larger deals and stop losing opportunities based on an incorrect perception of low value of the product being sold.

Ongoing Use Case Communication

Over time, customers’ business needs will change, and if a product helps with that adjustment, account managers need the ability to communicate that. Business Value Consulting optimizes this communication to maximize customer lifetime value.

So, what else can investing in Business Value Consulting bring to the table?

BVCs can assist companies at all different levels. For example, a company just starting out can utilize Business Value Consulting to lock down pricing, offerings, and initial sales and marketing needs.

For companies with long-term BVC needs, a Business Value Consultant can help build an internal BVC team and scale its function using tools that they have seen work through their experience.

No matter the company, Business Value Consulting shows its benefit and ROI through increased sales in number, size, and long-term value.