Sputnik-3 The Economics of Selling
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The document outlines the critical components required for successfully selling complex solutions, such as crafting a business case, assessing customer needs, and understanding cost-benefit dynamics. It emphasizes the importance of quantifying benefits, assessing risks, and calculating shareholder value to effectively communicate the solution's value to stakeholders. Additionally, it covers resources and workshops offered by Sputnik-3 to aid in the sales process.
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The APCO Geopolitical Radar Q3 2025 EditionEnhancing Customer Engagement in Direct Selling Through AI Segmentation
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Sputnik-3 The Economics of Selling
- 1. 息 SPUTNIK-3 Customer Centric Systems Confidential The Economics of Selling Complex Solutions
- 2. 息 SPUTNIK-3 Customer Centric Systems Confidential The Economics of Selling Complex Solutions Presented by Paul Mulder Sputnik-3: Executive paul@sputnik-3.com mrpaulmulder
- 3. 息 SPUTNIK-3 Customer Centric Systems Confidential Agenda o What is required to sell successfully? o The process o Unpacking the customer business o Target initiatives o Crafting your solution o Working out the Cost vs. Benefits o Identifying the risks o Whats in it for the customer o Deliver the business case
- 4. 息 SPUTNIK-3 Customer Centric Systems Confidential
- 5. 息 SPUTNIK-3 Customer Centric Systems Confidential Selling the Business Case A business case captures the reasoning for initiating a project or task. It is often presented in a well-structured written document, but may also sometimes come in the form of a short verbal argument or presentation. The logic of the business case is that, whenever resources such as money or effort are consumed, they should be in support of a specific business need.
- 6. 息 SPUTNIK-3 Customer Centric Systems Confidential
- 7. 息 SPUTNIK-3 Customer Centric Systems Confidential Business Insight and Stakelholders
- 8. 息 SPUTNIK-3 Customer Centric Systems Confidential Model the Cause & Effect Understand the root cause How do we achieve the desired benefits? What activities must change?
- 9. 息 SPUTNIK-3 Customer Centric Systems Confidential Map the Benefits Quantify each benefit e.g. Business benefits (top-line) Operational benefits (bottom-line) Both tangible and intangible Both unquantifiable and quantifiable Monetarise the benefits Map your Unique Business Value statements to benefits
- 10. 息 SPUTNIK-3 Customer Centric Systems Confidential Cost Estimates Operating costs Future cost implications Changes in technology New best practice Hidden costs Cash flow projection Cost of not competing Assign value to unrealised benefits
- 11. 息 SPUTNIK-3 Customer Centric Systems Confidential Assess the Risks Categorise Business, functional, cost & financial measures Weight risk factors Magnitude of loss in currency Overall threat = Weight x Magnitude Risk Definition A probability or threat of damage, injury, liability, loss, or any other negative occurrence that is caused by external or internal vulnerabilities, and that may be avoided through preemptive action.
- 12. 息 SPUTNIK-3 Customer Centric Systems Confidential Calculate Shareholder Value Time value of money (NPV) Internal Rate of Return Return on Investment Payback Period Economic value add Earnings per share
- 13. 息 SPUTNIK-3 Customer Centric Systems Confidential Resources Web: www.sputnik-3.co.za Email: info@sputnik-3.co.za TEL: +27 12 661 2142 Blog Part 1: Bono - Great Leaders Achieve Results Download Free Download: Why SMB should use a proven sales methodology Free Download: The Account Planning Process Offerings The Economic Justification Workshop Opportunity Manager Deal EVOLUTION Sales Process EVOLUTION