Communicating Hard Value: How to Show Return on Investment

PROGRAM DESCRIPTION

Join Sales Assembly and Pamela Marsh, Senior Director, Enterprise Account Growth at Upwork, as we Consultative Support as a skill. This program is a strategic exploration into the art of articulating tangible value and showcasing return on investment to effectively influence retention rates. Participants will refine their communication skills to convey the concrete benefits and impact of their SaaS solutions.

PROGRAM TAKEAWAYS

1. Before proposing ROI metrics, deeply understand your customer’s current state, benchmarks, and definition of success. Ask probing questions to align.
2. Collaboratively build a shared “Mutual Success Plan” that documents strategic goals, key metrics, milestones, and stakeholders. Update and reference this living document.
3. In QBRs, visualize ROI through benchmark comparisons, consumption analysis across users/products, and co-owned action plans – not just data dumps.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.