Recent research by CSO Insights says you can achieve this performance if your organization has a “superior ability to build a solid business case / ROI”.
CSO Insights uncovered that Win-Rates increase dramatically, and Competitive / No Decision losses decline greatly as your ROI selling capability grows.
Those meeting or exceeding expectations with their ROI selling programs do much better than those needing improvement or redesign. In fact, moving your ROI program from basic to excellent can result in Win-Rate gains of 40% (to over 50% of deals) and reduction in Competitive and “No Decision” losses by 30%.
And the benefits don’t stop there. Those with superior ROI selling programs have:A dramatically higher percentage of sales reps meeting / beating quota: 69% vs. 47%, almost a 50% increase.An incredible improvement in sales reps achieving revenue plan attainment: 87% vs. 77%.These gains are driven by increasing demand for ROI from buyers, which CSO …