ROI is in the eyes of the customer. You need to understand their goals, their pain points, and their desired results before you can effectively sell the ROI.

Lightning Round: Top 10 Ways to Ask for Referrals

Question: Jonathan from Missoula, Montana asks, "I am a classic sales guy; I have been in sales for more than 20 years. In 2025 I got the news that I am now reporting to the CFO - how strange is that? Anyway, he wants to deliver every presentation and every conversation in terms of ROI? This is foreign to me—help?"

Book: Deliberate Creative Teams: How to Lead for Innovative Results by Amy Climer, Ph.D.

📖 Read the blog for this episode at this link.

Episode Summary:

Join us Mark & Meredith as they explore incorporating ROI into your sales presentations. They'll unpack the significance of understanding what truly matters to your customers before discussing ROI, helping you distinguish between price and value. M&M also discuss the role of time in ROI, emphasizing that immediacy in delivery can add significant value for your customers.

We'll guide you in presenting a compelling ROI to clients by framing conversations around their needs and desired outcomes rather than just pricing. Tune in to adopt these strategies for sustained business growth and stay ahead in your sales game.

❓Send YOUR questions to Mark & Meridith at [email protected]