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The Value Sale: How to Prove ROI and Win More Deals with Ian Campbell (Episode 170)
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“When you say ROI, do you mean return on investment or risk of inaction?” – Paul Gillin, I love this quote. Having been in sales for many decades, I know the importance of measuring ROI. However, many leaders try to measure ROI by managing their sales teams solely through numbers.
I believe using numbers as your only metric may be dangerous. If we do not look at the behaviors that are driving those numbers, we may be missing a huge piece of improving ROI.
YouTube: https://youtu.be/w1057KlbhTY
About Ian Campbell: Ian is the author of Wall Street Journal Best Seller "The Value Sale" and Chief Executive Officer of Nucleus Research, where he is responsible for the company’s investigative research approach and overall corporate direction.
He is a recognized expert on value selling and using return on investment (ROI) to assess the operational benefits of technology. Ian has written and presented extensively on various organizational topics and the importance of matching technology to business objectives.
As an expert on technology value, he has been quoted in major business publications including The New York Times, the Wall Street Journal, and the Economist.
How to Get in Touch With Ian Campbell:
- Email: ian@nucleusresearch.com
- Website: https://www.thevaluesale.com/
- Book Link: https://www.amazon.com/Value-Sale-Prove-More-Deals/dp/1544543301
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