Insights and Innovations: Your Resource for Industry Knowledge

ROI calculators are nothing new to sales teams. ROI is a long-standing business metric and one at the forefront of buyers’ minds. Sales teams know that tapping into this proactively and approaching buyers with an ROI-based selling technique is an important way to advance customers through the funnel while demonstrating the value of their product. An ROI calculator can be a great tool to make the process more interactive and get the customer involved, but it’s important for sales reps to remember two things in particular: presentation is just as important as the numbers that are generated, and you can build compelling ROI estimates with a limited number of assumptions. You need to build a story with the customer’s numbers, and you need to make them believe they’re missing out on something big without your product. Just simply having a calculator can’t do that. Here are three ways you might be using your ROI calculator wrong:

Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into the conversation, they need to show that they offer more than what’s readily available. Buyers don’t know what they don’t know, and it’s the sales rep’s job to show them exactly what it is they’re missing. The problem is, your buyers are more knowledgeable than ever. So, how do you adapt your sales team into an invaluable asset that meets the modern market needs? You implement a sales enablement strategy.

The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough to simply know what you’re selling, you need to be an expert in the field with a documented strategy for acquiring customers and closing sales. Currently, 61% of executives believe they don’t have sales managers who have been adequately trained in sales enablement strategies and techniques. They know that as a result, they’re losing out on sales, time, and profits.