NotThatGoodAtSales profile picture
NotThatGoodAtSales profile picture

NotThatGoodAtSales

AE

Selling with ROI. The right move?

When it comes to pitching price, I'm either not confident that my solution costs what it should (too high in many instances) or I'm just bad at talking pricing.


It seems like there is a lot of talk out today about leading with ROI to help ease the potential shock your prospect might get when they see your price tag.


However, I read an article by Gong.io that said selling with ROI is dead.


I'm curious...


Do you sell with ROI?

Why or why not?

Do you use ROI in a discussion around pricing or when pitching to c-level dms?


Thanks from the guy who's NotThatGoodAtSales

Is ROI important to your prospects?

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2 comments

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sebs
Politicker
1
BDR
I think Gong more means it from a demand gen perspective. Like including ROI in cold emails can come off as generic and inauthentic. More of a topic to bring up during a meeting.

There's a time and a place for ROI, eventually you'll have to show a decision maker how your solution is better than an alternative.
Trinity
WR Officer
1
BusDev
In my experience, a budget has been allocated to purchase the product/solution; therefore, the ROI has been determined by the prospect.
If you're dealing with a prospect that has a Procurement Team in place, then they may ask for your version of the ROI, but I know a lot of companies don't make decisions based on pricing alone and majority of the time, they always go for the product/solution with a higher price tag.ย 

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