Enterprise buyers aren’t buying features anymore. They’re buying certainty.
In 2025’s cautious economy, large clients demand proof. They want sellers who can co-create business cases, quantify outcomes, and tie every solution to real operational impact.
For sales managers in Chicago and Northbrook, this is the new frontier: value justification. And no methodology is better positioned to lead this shift than Sandler.
Why Enterprise Buyers Demand ROI Now
Procurement teams are more involved
CFOs are gatekeepers
Every deal must align with business strategy
According to SBI Growth, sellers who articulate clear ROI are 58% more likely to close enterprise deals.
Sandler Strategy 1: Start with the Pain Funnel
You can’t articulate value if you don’t understand pain.
Train reps to use the Pain Funnel to uncover:
Financial impact ("How much is this costing you?")
Strategic risk ("What happens if you do nothing?")
Emotional weight ("How does this affect your team?")
Sandler Strategy 2: Use the Decision Step to Align Metrics
Before you propose anything, ask:
“How will you know if this worked?”
“What metrics matter most to your leadership?”
These questions anchor future ROI discussions and make your proposal data-driven.
Sandler Strategy 3: Co-Create the Value Case
Guide the buyer to build the business case with you.
Document current costs (time, labor, error rates)
Map proposed improvements
Quantify time-to-value
Use these insights in presentations, not marketing fluff.
In enterprise deals, features fade. Value sticks.
