While at BDNA, Chris Russick and I worked together to win a very competitive deal at Bank of America. Chris’ technical leadership helped create, lead, and win a Proof of Value against our three primary competitors.
We first won the Technical Evaluation, however the Economic Buyer refused to fund the entirety of the purchase. Chris and I worked endlessly to provide six individual business use cases in order to complete the purchase and receive the entirety of the funding.
A business case not only speaks the “Language of Business” (money), it also reduces the risk of the dreaded “Do Nothing!” in a deal.
Needless to say, because Chris was able to create these complex, individual business cases that addressed each of the buyer’s business challenges (and six of them at that!), we were able to convince the buyer that funding the full project would deliver them the most compelling ROI. Chris was a vital part through his leadership and dedication to these business cases and for that, he is my Value Hero.
Submitted by: Jim Gaster
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Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing these stories on our blog, submitted by value heroes themselves or by the sales professionals that they have supported.
Our celebration of Value Heroes concludes after Labor Day with our “Value Heroes Summit,” a town hall, virtual forum where value and sales professionals can connect, share stories and best practices and engage with like-minded professionals.
So, share your value selling stories and join the conversation!