I am off to Dallas again this week to help with a software sales ROI presentation to the executive team. I was browsing some other ROI sites and found Glenn Clowney’s articles particularly interesting. His articles on the topic are right in line with my experience. Among his findings:
- 81% of buyers expect vendors to quantify the business value of their product or service, meaning 60% more projects are likely to be approved (Information Week).
- According to an Ernst & Young study, only 2% of the buyers say vendors are exceeding their expectations for ROI justification during the sales cycle. This means 98% of the time sales professionals miss an opportunity to win the deal.
I hope we fall into that 2%. Keep up the good work Glenn.