VisualizeROI

Publications

As the industry leader in value based selling, enabling the value revolution, VisualizeROI is always happy to help publish new content. Here are some of our recent publications.


Curing What Makes Value Selling Fail
September 5, 2014

"The debate over the importance of ROI in a sales process has raged for years. There are legitimate points on both sides. On the “ROI is a nice-to-have” side, proponents cite the lack of credibility that a vendor’s ROI argument could potentially have in the eyes of the buyer. On the “must-have” side, many believe that obtaining budget requires that the person who writes the check can understand and quantify the value of the purchase. Regardless of where you come out in this debate, you will be more successful if you quantify value or ROI in an easy, effective manner for your customers."

SalesMastery

Curing What Makes Value Selling Fail

CRM's Collaboration Conundrum
January 7th, 2014

"Understanding, visualizing and sharing the value-driven reasons customers buy your product and the hard data behind their decisions is the underlying promise of CRM. By standardizing an approach that aims to identify value drivers, an organization can transform the entire strategy behind its customer relationships and the collaboration that can make them successful."

CRM Buyer

CRM's Collaboration Conundrum

The Other Dimension of Lead Scoring
November 8th, 2013

"In our experience with clients in software, hardware, advertising, and outsourced services, the successful identification and quantification of value drivers results in greater sales effectiveness and greater sales efficiency. More time is spent with the right customers, and those customers buy more often. Going through this exercise is not only profitable, but it will be essential in the years to come, as buyers' requirements for business cases continue to increase."

Destination CRM

The Other Dimension of Lead Scoring

Changing the Marketing ROI Conversation: from Lip Service to Value Driver
October 31st, 2013

"As new sales and marketing practices arise, it’s tempting to jump on to the latest trend – whether it’s monitoring online conversations, or scoring leads based primarily on engagement levels. However, by first building common methods for communicating value, professional marketers will have a clearer path to creating a more persuasive conversation with prospects."

Energize Growth

Changing the Marketing ROI Conversation: from Lip Service to Value Driver

7 Ways to Slay the "No Decision" Dragon
October 7th, 2013

"An increasing number of Sales VPs are complaining about deals lost to "no decision," as it has become increasingly difficult for buyers to find budget, given more stringent business case requirements. Try the following ideas below to minimize your team’s losses to the "no-decision dragon..."

Business 2 Community

7 Ways to Slay the "No Decision" Dragon

10 Mistakes Marketers Make When Using Email to Generate and Nurture Leads
September 18th, 2013

"Emails have to start the discussion about the value and ROI a company can provide early on, says Mike Genstil, founder of sales and marketing software provider VisualizeROI. It’s essential to establish more informative, specific and tailored content to nurture real leads earlier in the cycle."

DM Confidenial

10 Mistakes Marketers Make When Using Email to Generate and Nurture Leads