Partners in Excellence

JANUARY 29, 2013

Years ago, I was involved in developing and selling engineering design and development systems (CAD/CAM/CAE). Today, no one would think of designing any kind or product without these tools. There’s not a lot of talk about these tools, it’s just what engineers, designers, and developers do.

Banking 90

Banking Lead Rank Conference Engineering 90

The ROI Guy

NOVEMBER 10, 2014

#2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JULY 15, 2015

#2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively articulate the value of proposed solutions”. Sources: Gartner Says Worldwide IT Spending to Decline 5.5% Percent in 2014 Gartner Forecasts 3.1%

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

MARCH 1, 2016

Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations. Unfortunately, despite best efforts, this is the 5th year in a row this has been the top quota issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 16, 2014

Developing and deploying the right interactive Value Marketing Tools is the key, to provide Prospects the personalized, relevant and provocative value messaging, insights and financial justification to these key questions early in the decision making cycle. . #2 Empower Sales with Value Storytelling and Quantification 3.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45