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ROI Based Marketing and Sales Strategy - Click To Read Article
If you are not sure that you need an ROI based marketing and sales strategy, think about the following for a few minutes: • 81% of buyers expect vendors to quantify the business value of their product or service, meaning 60% more projects are likely to be approved (Information Week). • According to an Ernst & Young study, only 2% of the buyers say vendors are exceeding their expectations for ROI justification during the sales cycle. This means 98% of the time sales professionals miss an opportunity to win the deal.

Research Supporting ROI Based Selling
- Click To Read Article
Your company’s success could very well be dependent on your sales professionals taking the next step – from simply talking features and benefits, to making a financially viable business proposition to clients. Investing in the sales function with ROI tools and financial insight allows today’s sales professional to properly create a framework for understanding and quantifying the potential benefits your product or service can deliver. Look at the following undeniable proof.

Make Your Sales Force “ROI Smart”
- Click To Read Article
Your company’s success is often a direct result of customer relationships, effective marketing strategies, and a smart sales force that is properly equipped with the right sales tools.

How to Build an Effective ROI Calculator
- Click To Read Article
Building an ROI Calculator should be a team effort. Get the insight and input of key sales professionals and sales engineers to incorporate the benefits that are appropriate for your customers. They should also make sure the calculator looks very professional (we strongly suggest building the calculator in flash instead of using an Excel spreadsheet) and that it can be placed on your website or in a presentation that is used in front of a potential customers.


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About The Author


Glenn Clowney
(Visit Glenn's Website) Glenn Clowney, President of ROI-Calc, Inc. glenn@roi-calc.com At ROI-Calc we quantify the business results your prospective customers will get from purchasing your product or service. We can create customized interactive flash-based calculators and other tools to help you build the “business case” your customer needs to get the internal support necessary to buy from you. We can also customize ROI sales training that easily integrates into your current selling process to quickly double your profits by accelerating sales cycles 20-50%, reducing customer ‘no decisions’ rates 25-40%, and cutting price discounts 35-50%. Glenn has managed 6 products that became worldwide market share and gross margin dollar leaders, including InternetWeek’s Best of Best Award and being ranked #1 for overall product value (Information Week Survey). To view examples of our Calcs visit http://www.roi-calc.com/demos_calcu lators.htm Call 877-764-2252 and learn more in a 15 minute phone conversation than most people learn in a sales seminar.

Glenn Clowney is a Silver author on EvanCarmichael.com
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Research Supporting ROI Based Selling
ROI Based Marketing and Sales Strategy
Make Your Sales Force ROI Smart
How to Build an Effective ROI Calculator
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