Teaser : Jennifer Holden - VP of Marketing on The Global Sales Mentor Podcast

3 May 2021 · 1 min

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In this teaser from The Global Sales Mentor Podcast, Jennifer Holden, VP of Marketing, explains why a US‑based solution or customer experience center is one of the most valuable sales tools a company can have. She describes how such a space creates a welcoming, familiar, and professional environment that helps prospects engage more deeply. Holden emphasizes the importance of strong management support and funding to build the center, noting that earlier sales approaches relied only on simple demo rooms. She also discusses the difficulty of proving the center’s return on investment (ROI) to finance teams, as CFOs have become skeptical of ROI claims after hearing many unsubstantiated promises. The segment highlights the strategic role of experience centers in driving higher deal closure rates and larger revenue, while also exposing the internal challenges of securing buy‑in from finance.

Chapters

So, you know, US-based company to have a solution center, customer experience center, whatever you want to call it, someplace that is, I would dare say, the most valuable sales tool that we've got, which is getting a customer into this space that feels welcoming, familiar, right? Approachable, educational, professional is, is a very big deal. And we were extremely lucky with our management That they understood the vision. They funded that vision. And it's no small task. I mean, back, back in the day, things— people used to just have demo rooms, right? Right. And you would have equipment. And arguing that ROI in the beginning, I remember that was not easy. It's hard because when it particularly— forgive me, Zach— when you have sales talking to finance and they say, I will, I will close, you know, 20% more deals or $10, $20 million worth more business for this. That's— your CFO starts to hear ROI, and there's been so many ROIs out there that they don't believe ROI anymore.