ROI In Sales Is Dead. Great Salespeople Are Doing This Now Instead.
The Worst Way to Build Your Business Case In SalesBefore you learn how to present a killer business case, here’s a warning (Ignore it at your own peril):
- Presenting ROI at any point in your sales process correlates with a 27% drop in close rates.
- Presenting ROI doesn’t work.
- Presenting ROI does work, but most salespeople do it so naively that it backfires.
- Most attempts at presenting ROI are a desperate Hail Mary to save hopeless deals.