Is money important? In enterprise sales Selling the Internet

Does money matter?

Truthfully,

No

Think of it like this, the decision-maker in the company you are selling to doesn't have the mandate to get the best deal from the vendor.

So what is the mandate that they have?

It is usually something to do with improving revenue.

This can be done in 3 major ways,


Make more money
Save cost
Save time which, in turn, saves cost or improves productivity

And as far as I know, it is rare when the decision-maker is thinking of saving costs to improve revenue. That is usually a drastic step taken in during drastic scenarios.

In most cases the primary driver is ROI and if you have significant proof that makes sense to your customers then the push back on cost would be minimum, provided you are able to stand apart from the competitors who also are pitching to your customer.

The question comes down to one thing,

How well can you make your customers understand the ROI or value that your product or service can add to his/her KPIs