Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/463/Research-Supporting-ROI-Based-Selling.html http://www.evancarmichael.com/Sales/463/Research-Supporting-ROI-Based-Selling.html 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. http://www.evancarmichael.com/Sales/463/How-to-Build-an-Effective-ROI-Calculator.html http://www.evancarmichael.com/Sales/463/How-to-Build-an-Effective-ROI-Calculator.html 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. http://www.evancarmichael.com/Sales/463/Make-Your-Sales-Force-ROI-Smart.html http://www.evancarmichael.com/Sales/463/Make-Your-Sales-Force-ROI-Smart.html 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. http://www.evancarmichael.com/Sales/463/ROI-Based-Marketing-and-Sales-Strategy.html http://www.evancarmichael.com/Sales/463/ROI-Based-Marketing-and-Sales-Strategy.html 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.