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
