Comments on: What to Do When an ROI Seems Too Good To Be True

By: Edward

Edward — Wed, 26 May 2010 21:13:46 +0000

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.

By: Executive Conversation

Executive Conversation — Fri, 23 Oct 2009 17:57:01 +0000

Yes, please send us the URL once you’ve posted.

By: Polprav

Polprav — Thu, 22 Oct 2009 21:02:50 +0000

Hello from Russia!
Can I quote a post in your blog with the link to you?

By: Richard Lowe

Richard Lowe — Mon, 12 Oct 2009 15:34:10 +0000

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.