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ROI Conversation Pitfalls
Conversations about ROI don’t always go well. Here are a few reasons these discussions might not be productive:
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
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
Connect with us, and we’ll tell you how to avoid these common missteps.
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