Why ROI Doesn?t Work (part 1 of 2)

Glenn Gow talks about ROI in this two part series on Marketing Profs.

Many technology companies have developed Return on Investment (ROI) tools for their sales organizations. But while many have developed some type of ROI tool, very few would claim that they are winning significant business as a result. Here's why most approaches to ROI-based selling don't work, and provides a seven-step process to make it work in your company.