Brief: Tailoring ROI Conversations to Different Stakeholders
Improving win rate
What’s Inside
ROI has made a fast ascent to the top position on the list of needs for all buyers.Executives across the organisation need to see that the ROI factors of a solution will address their individualised goals.
In our brief, Tailoring ROI Conversations to Different Stakeholders, we examine the emerging but central challenge for sales professionals today: addressing as many ROI needs as there are buyers.
We examine what resonates with the following four key stakeholders:
- CEO: Connecting the value to broad, strategic business goals
- CFO: Articulating the measurability of revenue or savings
- COO: Illustrating ease of implementation and cross-department applicability
- CIO: Addressing solution relevance to accelerated digital transformation efforts
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