Insights and Innovations: Your Resource for Industry Knowledge

Often, companies think they are on track for a customer renewing only to be surprised to discover the metrics they were managing to did not reflect reality. ValueCore CEO, Mike Genstil, speaks with Chris Beall and Corey Frank of the Market Dominance Guys about vanity metrics that can be misleading and a better way to ensure renewals stay on track.

One of the most impactful things you can do during the sales process is quantify your product’s value, or ROI (“Return on Investment”), to your customers. But, as always, there’s more than one way to make this happen. Are you using ROI as a pain killer or a vitamin in your sales process? Communicating your product’s ROI is an effective sales tool in any economic climate. During a boom phase, it might be more of a vitamin; you can leverage it to strengthen and build your case for implementing your product or service.

The difference between a passable salesperson who simply meets their quotas and an outstanding salesperson who blows past their quotas is in the way they close deals.