Online Exclusive: Why ROI Doesn't Work

Share this article:
Many technology companies, especially those that offer complex or expensive solutions, have developed return-on-investment tools for the sales organizations. The goal is to provide a way to offer prospects a factual, economic basis for making a purchase decision.


Unfortunately, very few companies are making a real impact with this important approach to selling. Virtually all of our clients have developed some type of economic justification tool, but very few would claim that they are winning significant business as a result.


This article talks about why most approaches to ROI-based selling don't work and provides a seven-step process to make it work for your company.


http://www.dmnews.com/pdffiles/roidoesntwork.pdf


Share this article:
You must be a registered member of Direct Marketing News to post a comment.
close

Next Article in Data/Analytics

Sign up to our newsletters

Follow us on Twitter @dmnews

Latest Jobs:

Featured Listings

More in Data/Analytics

Harvard Prof: Marketers Need to Step Up Their Predictive Abilities

Harvard Prof: Marketers Need to Step Up Their ...

Statistics expert Edo Airoldi says data must be paired with predictive analytics before marketers can truly forecast customer behavior.

The (Marketer's) TV Guide

The (Marketer's) TV Guide

Public broadcasting station WGBH in Boston cleans up its dirty data and boosts donations.

Acxiom Mobilizes and Socializes SMBs

Acxiom Mobilizes and Socializes SMBs

MyAcxiomPartner.com enables simple campaigns for social and mobile channels.