How to Build a Value-Based ROI Presentation

  Building a value-based ROI presentation doesn’t have to be hard.  Follow these easy steps and you’ll soon have a presentation that sales reps can consistently use to present the quantitative value of your solution... Read More

Cloud-Based ROI Calculators Bring Decision Makers to You

  The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers.... Read More

Have You Hired Your VP of Value Yet?

  The migration to a subscription-based economy and recent hypergrowth of B2B SaaS solutions across marketing, sales, and service categories has spawned the evolution of a handful of new B2B roles: VP of Customer Success,... Read More

3 Ways You're Using Your ROI Calculator Wrong

  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... Read More

Without Sales Enablement, You Lose

  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... Read More

Should Procurement Groups Enforce ROI Justification

  Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction.  Even today, in an increasingly virtual... Read More