ROI Modeling: It's All About the Pain

As a B2B sales professional, the mechanics of selling can feel like Mt. Everest to climb, but it doesn’t have to. . .Since every well-designed sales process includes reliable projections of deal size and closing date, the best way to accomplish this lofty task is to identify the financial impact or cost implications of maintaining the status quo – or the existing pains of the business.

Based on this, what do you need in order to identify this magic number? Here are a few places to start:

• Collect key demographic data points
• Identify the prospect's issues, pains, and goals
• Focus on the financial impacts in terms of added cost and/or lost revenue, both annual and projected
• Reveal the potential cost savings and revenue increases the prospect could realize by purchasing your product or service 

So, download our new eBook called “ROI Modeling: It’s All About the Pain” — and learn how to help your prospect see the signs that are inclined to make them ACT today!