Compliance: A Hidden Driver of Sales
In the world of return on investment (ROI), compliance is often viewed as a necessary evil. It's not something that directly contributes...
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Three ways you're being manipulated by IRR
Internal rate of return (IRR) is often confused with return on investment (ROI). Using IRR sounds impressive but in reality it has...
What is IRR?
Internal Rate of Return (IRR) is a topic that just won’t die. It came up during a conversation with a few CEOs here in Maimi when one...
How do you create an ROI marketing message?
If we look at the typical objectives of a marketing team they are to generate awareness (and associated lead generation), position...
How do you measure the value of reduced risk?
I was asked that question during a podcast a few weeks ago. It’s a great question, but with a less than satisfying answer. The value of...
How perfect does the ROI need to be?
The short answer is that it needs to be good, but no need to reach absolute perfection. Credibility on the other hand is critical to...
Features vs benefits
Your solution may do a lot of things but ultimately you can deliver value to your customers in only three ways. You can reduce costs,...
How do you build a better ROI tool?
Closing a deal today is more likely to include an ROI business case. That’s good news but generating those ROI numbers can be a chore for...
What is the best timeframe for a business case?
What’s the correct time horizon to use when building a business case? We advocate for a 3-year look but why not 5 or 10 years? Wouldn’t a...
Build a Bullet-Proof ROI Business Case in 30 Minutes
When building an ROI business case, there's a temptation to include as many benefits as possible. DON'T DO THAT! We point out in The...
Value Sales Messaging
Here are 3 value messages you should include in your traditional sales funnel moving forward. Every sales rep has learned some kind of...
Questions for the Elevator Ride
Preparation is key. Regardless of what you're selling or who your audience is, always remember the importance of entering every deal with...
IRR vs ROI
Let me net it out. Internal Rate of Return (IRR) is not a measure of the Return on Investment (ROI). If it were ROI, it would be called...
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