Brief: Tailoring ROI Conversations to Different Stakeholders
Improving win rate
Written by: Ben Taylor, MBA, Content Marketing Manager, Richardson
Published: September 24, 2020
What's Inside
ROI has made a fast ascent to the top position on the list of needs for all buyers.
Executives across the organization need to see that the ROI factors of a solution will address their individualized 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