In the world of return on investment (ROI), compliance is often viewed as a necessary evil. It's not something that directly contributes...

Internal rate of return (IRR) is often confused with return on investment (ROI). Using IRR sounds impressive but in reality it has...

Internal Rate of Return (IRR) is a topic that just won’t die. It came up during a conversation with a few CEOs here in Maimi when one...

If we look at the typical objectives of a marketing team they are to generate awareness (and associated lead generation), position...

I was asked that question during a podcast a few weeks ago. It’s a great question, but with a less than satisfying answer. The value of...

The short answer is that it needs to be good, but no need to reach absolute perfection. Credibility on the other hand is critical to...

Your solution may do a lot of things but ultimately you can deliver value to your customers in only three ways. You can reduce costs,...

Closing a deal today is more likely to include an ROI business case. That’s good news but generating those ROI numbers can be a chore for...

What’s the correct time horizon to use when building a business case? We advocate for a 3-year look but why not 5 or 10 years? Wouldn’t a...

When building an ROI business case, there's a temptation to include as many benefits as possible. DON'T DO THAT! We point out in The...

Here are 3 value messages you should include in your traditional sales funnel moving forward. Every sales rep has learned some kind of...

Preparation is key. Regardless of what you're selling or who your audience is, always remember the importance of entering every deal with...

Let me net it out. Internal Rate of Return (IRR) is not a measure of the Return on Investment (ROI). If it were ROI, it would be called...