Does the ROI Calculator facilitate the buying process or hinder it? Why we think it holds your reps back with opportunities.
Anybody who has placed an ROI calculator in front of a customer knows differently. The book,Conversations That Win the Complex Sale, captures why: “If a prospect still needs convincing about the impact of your solution, an ROI calculator won’t get them there”.
In fact, your sales reps would be better off without it. Download this, the Story by Numbers Tool, to give your reps a powerful story the customer can visualize.