How Enterprise Software Reps Use ROI Calculators Against Procurement

Episode notes

Lucas and Luna dive into the newest weapon in the enterprise sales playbook: the ROI calculator. With Salesforce, Workday, and ServiceNow all rolling out interactive tools that let prospects build custom business cases in real time, this episode unpacks how these calculators shift leverage from procurement back to the vendor. Lucas explains why a well-built ROI model can shrink a nine-month sales cycle to six weeks, and why procurement teams now hire data scientists to audit vendor assumptions. The hosts break down the specific math behind a $500,000 software deal and show how smart reps use the calculator to set the negotiation anchor before procurement ever writes the first RFP. A focused, tactical episode for anyone who sells or buys enterprise software. #ROICalculator #EnterpriseSoftware #B2BSaaS #SalesTactics #Procurement #Salesforce #Workday #ServiceNow #BusinessCase #SalesCycle #Negotiation #VendorStrategy #Finance #RevenueOperations #FexingoBusiness #BusinessPodcast #SaaS #SalesPlaybook Keep every episode free: buymeacoffee.com/fexingo

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