When the Value Proposition Gets Fuzzy

I was recently proposing a training class for a large manufacturer.  My main point of contact wanted the training and had money approved for it. However, they required a certain multiplier as a return on investment(ROI).  Is this an ROI sale?  No, it’s a competitive advantage sale – training is almost always a competitive advantage […]

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 […]

Selling with TCO or Opertional Improvements

I’m just returning from the snowy North Woods in Michigan after spending ten days with 50 homeschooling fathers.  What an amazing trip this was!  While there I posted several articles on selling using return on investment and competitive advantage.  Of course I scheduled these posts ahead knowing I would be without cell and and Internet […]