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:
close

Next Article in Data/Analytics

Sign up to our newsletters

Follow us on Twitter @dmnews

Latest Jobs:

Featured Listings

More in Data/Analytics

Top 5 Spending and Investment Insights from Marketers

Top 5 Spending and Investment Insights from Marketers

Confidence in data-driven marketing led marketers to set high Q1 2014 goals.

MeritDirect Introduces Predictive Marketing Suite

MeritDirect Introduces Predictive Marketing Suite

New solutions include next logical product and customer lookalike modeling. The long-time direct marketing player announces it will open a San Jose office in September.

App of the Week: Refresh

App of the Week: Refresh

Cool or creepy? Refresh provides data that aims to help marketers and salespeople spark relevant in-person customer conversations.