Customer ROI: The Role Smart Sellers Play
(March 1, 2012 - 8:30 PT | 11:30 ET)
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Customers financially evaluate projects in many ways. The basis for most analyses, however, shares a common set of principles.
While many sales professionals acknowledge that ROI is a common part of the buyer's approval process, they view that element as one the customer must own. See why this hands-off, “let the customer compute the ROI” view is a flawed approach.
Join us for this complimentary webinar where you'll learn the role smart sellers play in their customer's ROI analyses by positively influencing:
- Which line items are included in the calculation
- The timing of cost reductions and elements of return
- Wider customer impact to increase the return
- The consequences of excluded items of return
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