Sales Tips: Tread Carefully with ROI Calculators

Customer Centric Selling

Sales Tips: Tread Carefully with ROI Calculators. However, I have some concerns about existing "ROI tools" and how they are used by salespeople in the sales process. Salespeople hand the ROI tools to their prospects and ask them to fill it out.

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The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results.

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The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. For Sales >>> What's the ROI on your sales team?

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Measuring ROI / TCO Sales Tool Success

The ROI Guy

You’ve launched your interactive ROI / TCO Tool to your sales team. Step #3 Measuring Business Outcomes Finally, as the Tool adoption accelerates, it’s time to validate the positive impact the ROI / TCO Tool is having on sales success, to prove and improve outcomes. With this in hand, you can run Salesforce reports for specific time periods to understand where ROI / TCO analyses have been leveraged, the: 1. And your ROI / TCO Selling program and tool are no exception.

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Sales Tips: 4 Tips to Maximize Email ROI and Improve Business Development

Customer Centric Selling

Sales Tips: 4 Tips to Maximize Email ROI and Improve Business Development. Sales Training sales tips selling tips sales training workshop sales training workshops sales process sales methodology sales training company improve sales performance sales training success sales approach sales training approach selling process sales technique sales tip selling technique sales performance selling approachGuest blog post provided by Sage Software.

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Is ROI /TCO Analysis too complex for sales people to handle?

The ROI Guy

ROI / TCO Analysis tools should be designed knowing that sales professionals are evolving their value selling engagement methodology and skill sets. TCO Calculator ROI Sales Enablement TCO Pisello Alinean Sales Tools ROI Analysis

How many questions does Alinean recommend asking a user to fill in before a buyer can receive ROI / TCO calculator results / report?

The ROI Guy

So for ROI / TCO Tools a balance needs to exist between the number of questions needed in order to generate an analysis and the comprehensiveness and the thoroughness of the collection to personalize results. TCO Calculator ROI TCO Pisello Alinean ROI Calculator

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Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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How to Ensure Sales Training Fails

Engage Selling

Over the last 16 years I have facilitated thousands of sales workshops. Sales Coaching motivating employees Pipeline Management sales quota sales training sales workshop selling The Sales Leader Training

Case Study: IBM PureFlex TCO Analysis

The ROI Guy

Used by sales professionals and channel partners in workshops, or self-service by prospects via the web, the tool collects information about the current computing needs and then projects the TCO for the two alternatives using industry research for a company of similar type and size.

A Quick Checklist Before You Sign That Sales Training Contract

Increase Sales

Return on Investment (ROI). Is there some way for return on investment (ROI) to be measured? ROI can be calculated and that calculation can be rather simple and easy. You think you have covered all your bases.

IDC introduces new Cloud Decision Framework (powered by Alinean) at IDC / IDG Cloud Leadership Forum in Santa Clara

The ROI Guy

A special sold-out workshop session kicked off the IDC / IDG Cloud Leadership Forum, the Cloud Economics 2012 Workshop , discussing the latest findings when it comes to cloud costs. Click here to see the presentation from the workshop Click here to run the Cloud Decision Framework tool for yourself (free, but registration is required) Click to learn more about Alinean’s ROI / TCO tools.

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The Cost of Demonstrating Your Value to Déjà Vu Customers

Babette Ten Haken

Babette’s One Millimeter Mindset Workshops and Speaking programs leverage collaboration to catalyze professional innovation, workforce engagement and customer retention, especially in challenging Industrial Internet of Things environments.

Selling Value: The Missing Piece


Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. The example above is a slice of data collected during a workshop where we capture key information and create content that is used throughout the sales process. ROI Sales

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Why Automate Sales Compensation Management


In terms of Return on Investment (ROI) , the tangible benefits are well trailed – reduction in error rates, administrative FTE requirement and shadow accounting, improvements in process efficiency and sales effectiveness.

ACI Worldwide Universal Payments Benefits Estimator

The ROI Guy

Sales also uses the tool in workshops with prospects, and back office to generate business case proposals proactively to help engage earlier and accelerate deals. A guaranteed lead program assured ROI within the first few months after launch.

How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?

The ROI Guy

You can create your own business case for Alinean solutions by visiting: Benefits & ROI Calculator – an on-line interactive calculator to estimate the benefits you can achieve by an investment in Alinean tools, with a more advanced mode you can run with a sales specialist, in a workshop setting, to create a full business case. business case Pisello Alinean ROI Calculator

How to Get Your Mojo Back


Michael is available for speeches, workshops, and training sessions. Opinion Adapt or Fail Michael J Nick Michael Nick ROI Selling ROI4Sales TFP The Key to the C-Suite Why Johnny can't SellFirst, busy gets busy. My father used to tell me the first step in a successful sales career is to cast a broad net and reel it in. Get busy, because when you are busy things happen. Here are a few simple busy activities you can do now: What is in the news?

Why Renew?

The ROI Guy

For finance and procurement, it often means summarizing how the investment has delivered significant ROI and already paid for itself with realized savings. Working with Alinean, we created a Realized Value Renewal tool to help sales prove the achieved value and ROI post-sale.

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Ponder whether, or not, your organization relies on artificial customer conversations to measure the effectiveness (read ROI) of departmental KPIs. Engage me to speak or conduct a keynote speaking program and/or workshop at your next corporate or association event.

CFOs Take More Control: Frugalnomics in Full Effect

The ROI Guy

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.

Top 9 Alignment Resources That B2B Sales and Marketing Leaders Need to Ensure They Didn’t Miss This Year

Jeff Davis

Solving for Marketing ROI [LinkedIn] Resource that can help marketing leaders better calculate and quantify the ROI of the marketing team’s efforts and demonstrate the value that the team brings to the sales organization.

What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

I used to be hesitant about quoting price (their investment), even though making the ROI case was easy. Make sure you’re getting paid what you’re worth. I don’t like to negotiate for my services. It’s uncomfortable, because I know the pricing and terms for my referral system are fair.

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

Smart Selling Tools

A typical rollout starts with a Content Mapping workshop that brings together key stakeholders to determine how content will be organized in Highspot. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION? Jake: Highspot customers measure ROI in three areas.

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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution. Nancy: How have companies determined the ROI of your solution?

Alinean Research Reveals Best Practices to Fight Frugalnomics

The ROI Guy

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. TCO Tools Sales Enablement Forrester Executive Assessment Tools ROI tools Diagnostic Selling Pisello Alinean Value Selling Frugalnomics

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

This includes agile project methodology and workshop-based iterations that let us converge quickly on workable, business-relevant models. Nancy: How have companies determined the ROI of your solution? This presents a challenge when it comes to measuring true ROI.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

And when value specialist, sales reps and channel partners use your Alinean Value Selling Tools in customer workshops and engagements, key profile and discovery data are collected, solution recommendations gathered and assessment results captured.

5 tips for a successful sales kickoff meeting

Sales and Marketing Management

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. Julie Hansen, a sales trainer and author of “Sales Presentations for Dummies,” offers these ideas for increasing the ROI of an annual sales kickoff.

Everything you need to do in September for a successful Q4

MJ Hoffman

Research your account’s new year hiring plans for a final ROI argument. If your product is something that supports their business, you can get raw numbers and insights from your prospect to create and present an ROI argument to solidify your product’s value.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Cost vs. benefit or ROI analyses to justify potential expenditures. Cost vs. benefits or ROI’s are created to determine if potential expenditures are likely to provide adequate payback (reduce costs, increase revenues, increase profits, etc.)

Can you help us support the use of the Alinean-powered sales / marketing tools in deals?

The ROI Guy

Yes, we have a services program called ROI Deal Desk, where Alinean ValueExpert™ Consultants work with your field team to collect data and prepare / present analyses.

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Are You Being Honest as to Why You Want Sales Training?

Increase Sales

Send people to a one day workshop or half day one and “Wa La” everything will be better! In the US, sales training is big, buck business. Annually $3.4 to $4.6 billion (according to the Rain Group among others) is directed toward improving the performance of salespeople.

18 Ways to create a more effective Customer Retention Strategy

Babette Ten Haken

Instead of a convenient endpoint to switch suppliers before real ROI is achieved. Hire me to speak or conduct a workshop at your next corporate or association event to catalyze your mindset and skill sets. These 18 ways create a more effective customer retention strategy.

3 Reasons We fall short of fulfilling Our Professional Development Quota

Babette Ten Haken

Depending on our job functions, performance is measured on the ROI of our output. I will be honored to customize my keynotes and workshops to your next event theme. Take the next steps here: Hire me to speak or conduct a workshop at your next corporate or association event.

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Are You Ignoring Attitude in Your Sales Training?

Increase Sales

The emotions also must be sustainable and not just a quick boost from a sales workshop or seminar or some inspirational speech. Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement.

How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

Shreesha: Strikedeck drives sales by helping companies quantify the value of their product/service delivered, providing mechanisms to highlight the ROI delivered to customers, and translate customer satisfaction into greater sales through upsells/cross-sells and customer advocacy.

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Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

We have identified a list of Customers where value has been captured and ROI is impressive, but where we also feel a more strategic level of relationship is waiting to happen. I come to the Account Based Everything movement as a long-time proponent.

Sales Tips: How to Document Value and Avoid "No Decision"

Customer Centric Selling

A student selling accounting software to heating oil distributors realized during a workshop he lost a recent sale because the business owner decided to buy a delivery truck instead. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C.