http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/ Selling to C-Level Executives Wed, 15 Jun 2011 22:45:56 -0700 http://wordpress.org/?v=2.8 hourly 1 http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-2370 ROI: Using Assumptions and Estimates | Executive Selling Blog Thu, 09 Jun 2011 20:40:51 +0000 http://www.conversation.com/executiveselling/?p=209#comment-2370 [...] Struggling to use numbers when the projected ROI is too good to be true [...] [...] Struggling to use numbers when the projected ROI is too good to be true [...]

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-1803 3 Ways to Make Executive Sales Calls Less Intimidating | Executive Selling Blog Thu, 10 Mar 2011 00:54:04 +0000 http://www.conversation.com/executiveselling/?p=209#comment-1803 [...] the value of your solutions Too many salespeople mistakenly believe that computing a project’s projected ROI is something the customer alone must own. This type of hands-off ‘let the customer compute ROI’ [...] [...] the value of your solutions Too many salespeople mistakenly believe that computing a project’s projected ROI is something the customer alone must own. This type of hands-off ‘let the customer compute ROI’ [...]

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-1722 Tell Me How the Movie Ends | Executive Selling Blog Thu, 03 Mar 2011 02:42:35 +0000 http://www.conversation.com/executiveselling/?p=209#comment-1722 [...] Most will answer they’d like to do a better job in this area. They’re probably also curious what story the actual numbers do tell. [...] [...] Most will answer they’d like to do a better job in this area. They’re probably also curious what story the actual numbers do tell. [...]

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-409 Edward Wed, 26 May 2010 21:13:46 +0000 http://www.conversation.com/executiveselling/?p=209#comment-409 Can you provide more details on what this is going to tell you... "Multiply the ROI by your customer’s 3-year average Return on Sales (ROS) to get more of a “bottom line” perspective of your solution’s value. Can you provide more details on what this is going to tell you… “Multiply the ROI by your customer’s 3-year average Return on Sales (ROS) to get more of a “bottom line” perspective of your solution’s value.

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-62 Executive Conversation Fri, 23 Oct 2009 17:57:01 +0000 http://www.conversation.com/executiveselling/?p=209#comment-62 Yes, please send us the URL once you've posted. Yes, please send us the URL once you’ve posted.

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-59 Polprav Thu, 22 Oct 2009 21:02:50 +0000 http://www.conversation.com/executiveselling/?p=209#comment-59 Hello from Russia! Can I quote a post in your blog with the link to you? Hello from Russia!
Can I quote a post in your blog with the link to you?

]]> http://www.conversation.com/executiveselling/index.php/what-to-do-when-an-roi-seems-too-good-to-be-true/comment-page-1/#comment-51 Richard Lowe Mon, 12 Oct 2009 15:34:10 +0000 http://www.conversation.com/executiveselling/?p=209#comment-51 ROI selling has been a somewhat loosley applied term often associated with excessive claims of either lowering customer Opex or increasing their top-line revenues. A common feature of this approach is a spreadsheet containing improbable numbers which the sponsor may or may not agree with but will most definitely not be able to support in the face of the intensive examination that procurement departments use. A far better approach is a full "business case" selling process which has engaged not just the sponsor but several other customer employees to provide the hard data and figures proving the business case of the solution to the customer's organisation. Such an approach is very time intensive and demands a deep understanding of the customer's business but will deliver substantially larger orders and in parallel raise the level of competitive lockout to other would be vendors. A true measure of business case selling is that the resulting proposal is "CFO level" strength. ROI selling has been a somewhat loosley applied term often associated with excessive claims of either lowering customer Opex or increasing their top-line revenues. A common feature of this approach is a spreadsheet containing improbable numbers which the sponsor may or may not agree with but will most definitely not be able to support in the face of the intensive examination that procurement departments use. A far better approach is a full “business case” selling process which has engaged not just the sponsor but several other customer employees to provide the hard data and figures proving the business case of the solution to the customer’s organisation. Such an approach is very time intensive and demands a deep understanding of the customer’s business but will deliver substantially larger orders and in parallel raise the level of competitive lockout to other would be vendors. A true measure of business case selling is that the resulting proposal is “CFO level” strength.

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