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
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