ventox35

Sales Leader

Politicker

Catalyst

Valued Contributor

ROI or COI?

What's been more successful for you in your proposals?

Return on Investment

Cost on Inaction

Feels like buyers are growing weary of ROI promises, and focused more on risk aversion these days. But also looking for extra $$ anywhere they can find it. Feels like COI may be more impactful.

What do you think?

Using ROI or COI to win deals?

Attached poll

ROI COI Both Neither

*Voting in this poll no longer yields commission.

👑 Sales Strategy

🔥 Revenue

7 comments

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Sunbunny31

Politicker

Sr Sales Executive 🐰

The risk of staying status quo/making no decision is something we always take into consideration on the back end so that we can be able to make that part of our conversation from the beginning. If it's not a main focus, I won't belabor it.

Also, the cost of inaction may be different for the people involved in the decision. Your contact may be impacted differently than a person at another division, or differently to the company as a whole. Your C level execs will definitely care about overall company impact, while a director may be focusing on their own division/department and not have insight.

My rambling point is, there may be more than one COI, and they may be different depending on who you are talking to and his or her role at the org.

CuriousFox

WR Officer

🦊

💯🔥

TennisandSales

Politicker

Head Of Sales

I would do both for real. but only if its legit and makes sense. Ive seen ROL calculations where its like "oh yeah this will have a 289% ROI......thats never legit.

but if you talk about the ROI AND the cost of inaction (in that order too) I think it can be effective. why just stick to one tactic?

Kosta_Konfucius

Politicker

Sales Rep

I am a big fan of using both, but confirming with a champion which one is more important for the main DM. Which ever is the answer is the one I will spend more time on

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Both have their roles in a conversation to add value. especially if they are questioning your product and are mainly cost conscience. Stats win for the logical thinkers.

Painting pictures on the "what if" or "if things remain the same" are exactly that ROI & COI. FOMO is created and then the sale is made based on the solution.

Justatitle

Big Shot

Account Executive

Honestly, ROI is tired and played out. Yes everyone wants to know what they will get back for not investing and COI is subjective IMO. The product or service you are selling, does it solve a real problem? If it doesn't solve a problem what is it doing? (IE, is it increasing lead flow for net new sales, reducing customer churn)? My solution is to move to an outcome based sale and the expected outcome of the decision to buy. Yes you can say that defaults back to ROI or COI however I believe it to be a better framework.

Maximas

Tycoon

Senior Sales Executive

ROI, so at least the buyer will be certain that the money he spent or invested won't disappear!!

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ventox35

ROI or COI?

Using ROI or COI to win deals?

7 comments

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