Seems like everyone wants an ROI analysis these days to satisfy the brain before making a buy decision, so we all sell ROI, right? Well, what happens if your ROI assumes more sales, more revenues and it doesn’t happen in the 12 month term?
We have all been there so what I have learned is to sell ROI but also position your solution as a necessary part of your client’s operating infrastructure and not lean so heavily on results that may or may not happen because of factors you can’t control.
Everything comes down to expectations so set realistic ones and then exceed them.
Brick
We are trying to breakaway from a sales model based on ROI.
In fact, we’re trying to make it an, “Oh, by the way” benefit. I’m in favor of the shift, but it’s a leap-off faith for those of us that have relied heavily on it.
It’s not easy, but great if you can. It can be done.