Sales
Finance-lens pitch beats the 'build internally' objection, +10% total sales
Sales Materials Transformation · Sales Motion Design
Categories
Sales
Subcategories
Sales Materials Transformation · Sales Motion Design
Metric categories
- Revenue & Deal Value Growth
At a glance
Finance-lens pitch beats the 'build internally' objection, +10% total sales
A finance-lens pitch addressing the 'build internally' objection lifted total company sales by 10% among customers weighing a DIY alternative.
+10% total company sales
Background
Deals were regularly getting stuck because customers were considering building an internal solution instead of buying.
Goal
Create a specific approach to increase deals won against customers weighing an internal build, and reduce losses to that objection.
The Work
Analysed how finance teams evaluate build-versus-buy options and built a pitch, informed by MBA coursework, around the limited useful lifespan of an internal solution, a maximum fee cap for large accounts, and multithreading into the customer's own product team to reinforce the message.
Outcome
More trials started and more deals were won specifically among customers who had been considering an internal solution, lifting total company sales by 10%.
