How will you get to the right people? This is the question every sales person should be asking and it seems to be the focus of just about every sales training program or methodology. Several years ago I had been working to get a meeting with a large healthcare organization in the southeast. Our team […]
I was recently talking with an account manager responsible for breaking into a large fast food chain. He could have brought in his PowerPoint slide deck riddled with company statistics, product offerings, roadmaps, and perhaps a list of customers currently using his product. If he had, he would have looked just like everyone else calling […]
As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers. In most cases they will have a format or model for doing […]
A question came in today asking, “What is the difference between ROI and TCO? Our company uses the terms interchangeably.” This is common…but they really are different. Here is some explanation: I use the term TCO specifically to mean that it will cost you less to produce the same or better results. By focusing more […]
ROI is likely the oldest approach as far as sales books go in providing justification. People are always talking about ROI on the selling side, trying to talk customers into seeing that their product will deliver ROI and therefore should not be constrained by budget. In theory, this is correct thinking. The problem here is, […]
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