Maximising ROI: How to do this better if you're a B2B provider

In the ever-evolving landscape of B2B, Return on Investment (ROI) stands as a pivotal metric, guiding decisions, shaping strategies, and driving growth. Yet, the complexity surrounding genuine ROI assessment often leads to confusion and inefficiency. To harness the true potential of ROI, businesses must prioritise clarity, customisation, collaboration, credibility, and empowerment.

At Sales Engine we spend quite a lot of time thinking about value led ROI for our own customers and how they can capture and communicate the same, to their own buyers.

To kick off, here are six key areas to focus on when examining your business ROI that we will then delve into more deeply across a series of insights.

Simplicity in ROI: Focus on Core Areas: Simplifying ROI discussions is paramount. Much like the PR training principle of highlighting three key topics, businesses should concentrate on a few core areas. By avoiding overwhelming customers with excessive data, businesses can ensure that ROI discussions remain clear, concise, and impactful. Strategies for streamlining data presentation and emphasising essential metrics can enhance understanding and engagement.

Customising ROI Calculations for Client Needs: Each client is unique, with distinct needs and preferences. Tailoring ROI calculations to meet these specific requirements is essential for success. Businesses must invest in understanding their clients' goals, challenges, and priorities to identify and prioritise the most relevant ROI dimensions. By customising ROI analyses, businesses can deliver value-driven solutions that resonate with their clients on a deeper level.

Beyond Numbers: The multi-dimensional nature of ROI: While financial metrics are crucial, ROI extends far beyond mere numbers. Factors such as data risks, productivity gains, and strategic benefits contribute to a comprehensive understanding of ROI. By recognising the multi-dimensional nature of ROI, businesses can capture the full spectrum of value generated by their initiatives and investments.

Collaborative ROI Building with Customers: Collaboration lies at the heart of effective ROI building. Businesses must work closely with their customers to co-create a shared vision and business case. By involving customers in the ROI analysis process, businesses can develop credible and compelling ROI narratives that align with their customers' objectives and aspirations.

Enhancing ROI Credibility Through Real Data: Credibility is the cornerstone of successful ROI analysis. Relying on subjective estimates can undermine trust and confidence. Instead, businesses should leverage real data and measurable outcomes to substantiate their ROI claims. Pilot projects offer an excellent opportunity to demonstrate tangible results and build trust with customers through transparency and accountability.

Empowering Sales Teams with ROI Tools and Frameworks: Equipping sales teams with robust ROI tools and frameworks is essential for success. By providing standardized tools and collaborative platforms, businesses can enhance the effectiveness and consistency of their sales efforts. Empowered sales teams can confidently articulate the value proposition, navigate complex ROI discussions, and drive meaningful outcomes for both their clients and their business.

In summary, maximising business ROI requires a holistic approach that encompasses simplicity, customisation, collaboration, credibility, and empowerment. By focusing on these key areas, businesses are better placed to explore new opportunities, drive sustainable growth, and achieve long-term success in today's incredibly competitive marketplace.

If you would like to know more about how all this works in reality or have a specific customer project where you are struggling to demonstrate ROI, please reach out to John Toal our specialist consultant in this area.