530 - ROI is Killing Your Deal

The Paul Higgins Show

In this solo episode, I tackle the often misleading use of Return on Investment (ROI) in deals and introduce a more tangible measure—economic impact. I discuss how focusing on the real-time financial pains of clients can transform the sales conversation from speculative to substantive. Throughout the episode, I share strategies that have shifted my approach to evaluating opportunities, moving away from unpredictable ROI forecasts to discussing immediate economic impacts that resonate more with clients. Tune in to learn how to change your approach and create actual value by focusing on what truly impacts your clients today.

Resources and Links

• Previous episode: 529 - The Future of CRM with Jon Ferrara
• Check out more episodes of The Paul Higgins Show
• Strategic Profit Blueprint
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• Find out more about Paul and how he can help you