Do you know the difference between “ROI” (return on investment) and “ROMI” (return on marketing investment)? Occasionally we’ve noticed that some of our discussions about ROI have led to some confusion among our readers. I suspect this is because when people hear “ROI” and “marketing” they primarily think of “return on marketing investment” (ROMI).
By Doyle Slayton Do you ever feel like you're losing control of the conversation during a prospecting call or sales appointment? You quickly realize you better regain control of the sale, or you're going to lose the deal. Some prospects engage you with a multitude of questions around product features. Can your software do this... can it do that? At first, you think, "Wow" this customer is really interested! Thirty minutes later you realize... wait a minute... we're nowhere close to getting this deal. Here is a technique you can master to regain control of the conversation. I call it the Statement, Benefit, Probe technique.
