Hobson & Company combines our proprietary ROI modeling and research methodologies with your category expertise to develop a rigorous, evidence-based value framework. Central to our approach is customer research that confirms which business benefits have been realized in practice and establishes the social proof required for credibility. We validate key assumptions and calculations directly with your customers, resulting in an objective, defensible model that enables your teams to articulate and quantify your solution’s value with confidence.
Transform your validated business benefits from the Excel model into a modern, intuitive web-based ROI calculator. The rep-guided version enables Sales to efficiently quantify a prospect’s potential savings or revenue gains through a structured set of qualification questions. Once aligned with the prospect, the Sales Rep can instantly generate and send a polished ROI report directly to the economic decision-maker, providing the credible proof they need to invest with confidence.
The self-service web-based ROI tool is designed to engage prospects early in the buying cycle by clearly demonstrating the potential value of your solutions. Marketing can leverage this version in value-based lead generation campaigns, allowing prospects to explore benefits and assess impact on their own. The tool educates potential buyers, differentiates your solution and accelerates engagement—helping to create a strong, qualified pipeline for Sales to convert.
The CVM Platform is the central hub for value-based selling across Sales and Marketing. Sales reps can create new analyses, access saved models, and deliver final ROI reports to prospects and customers, ensuring consistent, data-driven messaging across your team. Sales Operations and leadership gain visibility into ROI tool usage by rep, region, and opportunity, enabling optimization of value-selling effectiveness at both the individual and organizational level. Marketing leaders can track campaign performance and identify specific leads generated through value-based initiatives to enhance demand generation and accelerate pipeline growth.
This seminar series equips your sales force with a deep understanding of your ROI story and the practical skills to leverage your custom ROI model effectively throughout the sales process. Participants will learn when and how to apply the model to demonstrate value, anticipate customer questions, and address prospect considerations with confidence. By the end of the seminar, reps will appreciate the power of ROI-based selling, understand the key drivers of ROI in your category, and be prepared to use the tool to win deals and defend your pricing.
Establish thought leadership in your category with a clearly written, rigorously researched white paper. This resource communicates your value proposition, explains why ROI is critical in purchase decisions, and provides a thorough feature-benefit analysis supported by validated customer success stories. Use the whitepaper early in the sales process to educate prospects, build credibility, and introduce your custom ROI analysis as a trusted tool for evaluating value. ggg
Let’s connect to explore how our approach can elevate your value story and sales performance.