When it comes to selling our products or platform we’re genuinely obsessed with creating value and demonstrating value for the client. And, in order to push the sale over the line, we need to quantify that value in the form of:
Break-Even Point (BEP): How soon will I get my original investment back?
Return On Investment (ROI): How much will I make above my original investment?
Economic Value Add (EVA): How often in residual income value will I see on my investment?
These numbers make the finance folks very happy since they can use them to justify a purchase. Beyond the number nerds, we should be more focused on what it (i.e., what we’re selling) will do to impact their business in a more tangible way.