Research Supporting Roi Based Selling

Writen by Glenn Clowney

Reduce Discounts:

Early adopters of ROI selling methodology have reduced discounting by 20-30% and realized significant up-sell and cross-sell opportunities by selling on value rather than price. International Data Corp (IDC)

Optimal pricing is all about delivering maximum value to each customer and capturing an equal value for your company in the form of fair, value based prices. PricePoint Partners

By making prospects fully aware of all the costs and benefits they become less price sensitive enabling vendors to discount less and achieve list prices more frequently. CIOview

Reduce "No Decisions":

81% of buyers expect vendors to quantify their value proposition. Information Week

Between 60-80% of all losses are due to 'No Decision.' Customer Centric Systems

Results from 707 proposals produced 30% wins, 15% losses and 55% no decision/pending. Of the no decisions only 2% became wins (98% became losses). Thomas & Company Inc.

Executives that believe that shareholder value is a critical component for making corporate decisions, 75% of them said they require ROI analysis before making an investment choice. Doremus Communications

Reduce Sales Cycles:

"On average the sales cycle is reduced 30-40% with ROI-based selling." IDC

A valid ROI sales effort reduces the sales cycle by 30-40% Gartner Group

Early adopters of ROI selling methodology have increased selling effectiveness by as much as 60%. IDC

The average sales cycle for a million dollar Lotus Notes deal is 18 months. For companies that first completed an ROI analysis, 65% reported their purchase process to be 6 months or less. IDC

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_calculators.htm

Call 877-764-2252 and learn more in a 15 minute phone conversation than most people learn in a sales seminar.