Deployment Best Practices

ROI Conversation Pitfalls

Conversations about ROI don’t always go well. Here are a few reasons these discussions might not be productive:

The ROI results can be outrageous…or boring

  • Assumptions not based on reality
  • Buyers don’t only care about dollars
  • ROI message isn’t relevant to buyer persona
  • Buyer does not have data available to populate the model

Call us, and we’ll tell you how to avoid these common missteps.

Best Practices

When you are ready to deploy, keep these best practices in mind:
  • Start small – either by product, sales team, or customer segment
  • Survey your existing happy customers for value drivers
  • Show, don’t tell, and use your customer’s language
  • Leverage publicly available sources for industry standard data and customer data
  • Find and incentivize an internal champion to drive success
  • Celebrate sales success driven by value selling model

Surprise, Surprise…the ROI is Positive!