Turning ROI into an Internal Selling Tool

Turning ROI into an Internal Selling Tool

Lesson Objective

By the end of this lesson, you will know how to use ROI to help your champion sell internally, even when you are not in the room.

The Reality of Enterprise Deals

Most deals are lost:

• Inside the client’s company
• When you are not present

Your ROI must travel without you.

What Internal Stakeholders Ask

• Is this justified?
• Is it safe?
• Is it defensible?
• Is it aligned with strategy?

Your ROI should answer all four.

How to Arm Your Champion

Provide:

• Simple ROI summary (1 page)
• Clear assumptions
• Conservative scenario
• Talking points, not slides

Make it easy to repeat.

The Golden Rule

If your champion can’t explain it in 2 minutes,

it’s too complex.

Key Takeaways

• ROI must travel internally
• Champions need simplicity
• Internal selling decides deals
• Your job extends beyond meetings