ROI or TCO—which do you need for your sales effort? They are two terms that cannot be used interchangeably. Using TCO during your sales effort will help a prospect better understand the long-term cost of solution A versus solution B. Whereas, ROI measures the long-term value delivered over time. The main difference is cost versus value delivered.
Use ROI when…
Maturity Assessment Tool, Pain Calculator (a la "Challenger Sale")
ROI Tools, TCO Tools
Pricing Calculator, Automated Proposal Generator
Quarterly Business Review Generator
It’s an impressive tool that helps our sales and marketing teams attract prospects, and then accelerate them through the sales cycle.Elias Terman