ROI vs. TCO

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 […]

Thinking about TCO

Continuing on with operational  efficiency sales tactics from yesterday’s post, the problem comes in when the product or service does not directly relate to a business issue.  This is common with efficiency gains when considering products that relate more to infrastructure. However TCO numbers can play a strong supporting role here; where product doesn’t necessarily […]

Shooting in the Dark

Yesterday I mentioned Covey’s second habit – Beginning with the end in mind…how does this work in practice? When planning a sales call, “the end”, or meeting outcome must be the first consideration!  Doing otherwise wastes both yours and the prospects time.  What should the call outcome be?  Almost every company I work with can […]

The Movie-Star Experience

Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies.  In case you still think that, it’s far from true.  On my recent trip to Australia, I had another opportunity to watch a motion picture in the making.  If you’ve never done this, […]