Commit to Specific ROI Goals
As with any other process objective, your people have to break major ROI objectives into smaller, achievable ROI goals. This is especially important when you’re dealing with
Clarify Your ROI Objectives
There is no better way to prove ROI than to set clear objectives, outline them in terms of goals and expectations, and delineate methods to reach those objectives. Just like your c
Web Data Is Your BFF for Calculating ROI
The first, best thing you can do to measure ROI is to measure EVERY bit of customer activity on your website. What kind of traffic are you generating? Which products are generating
Long Sales Cycles With Complex Processes Can Complicate Determining ROI
The longer the cycle, the more difficult it becomes to separate out all the factors involved. Did the new ad campaign cause a big bump in Denver-area sales over the past year? Or w
ROI is a Great Tool – But Only in Specific Uses
Return on investment, or ROI, has proven to be an excellent gauge of marketing effectiveness when it comes to lead tracking and generation. This is a quantifiable process and lends
ROI Is Not (And Can Never Be) An Exact Science!
ROI, or Return on Investment, is a buzzword that has been hanging around business conference rooms forever, like a bellhop waiting in a hotel room for a tip. It’s one of thos
Should You Accept a New Client? Try This Litmus Test First
As a new salesperson, you could never imagine turning down work. But as your career develops, you may decide that taking on a particular client is a bad move. Here are some times t
How to Sell a Price Increase
No customer ever likes to hear about price increases. But, if you handle the situation correctly, you can keep your biggest customers happy and still increase your profits. Here ar
Add Props to Your Presentation
According to Andrea Nierenberg, president of The Nierenberg Group, you can add power and pizzazz to your presentations by using props. She shares the following ideas, which cost li
Improve Client Relationships in a Wired World
Since electronic communication has permanently changed business, it’s necessary to take special steps to protect customer relationships. Here are some tips to help you stay i