Return On Investment: The ROI Pitch

How to convert Metrics into a ROI pitch for the Economic Buyer

The elaboration of a pitch on the customer's Return on Investment or Payback Period is one of the key skills needed for every B2B Enterprise Sales person selling equipment, installations, software, hardware, SaaS, etc... Even though this course is not part of the original MEDDIC, it is extremely important for reps to be able to transform METRICS into a financial pitch which can lead to the purchase order.

A good ROI pitch delivery helps to:

  • Justify your pricing
  • Avoid discounting
  • Shorten sales cycle
  • Create a sense of urgency

This course is composed of:

  • 11 min video
  • 10 slides

What our clients are saying:

One of the best courses yet!

Enjoyed the content, I like the two examples for ROI.

by Jon Rydberg

ok

Thanks. Good stuff. What we always encounter though is that customers have a hard time believing that an ROI or Payback Persiod can be determined beforehand.

by Marcel Amosse

One of the best courses yet!

Enjoyed the content, I like the two examples for ROI.

by Jon Rydberg

ok

Thanks. Good stuff. What we always encounter though is that customers have a hard time believing that an ROI or Payback Persiod can be determined beforehand.

by Marcel Amosse
Darius Lahoutifard
Darius Lahoutifard
Founder of MEDDIC ACADEMY, ex-Oracle, ex-PTC, Serial Entrepreneur with 2 exits.

About the instructor

  • Founder of MEDDIC ACADEMY, 
  • Former Executive at Agile/Oracle, PTC, Schlumberger.
  • Serial Entrepreneur in SaaS and Enterprise Software with 2 exits.

Darius started his career in France as a robotics engineer, a sales engineer. He quickly moved to sales with almost 200% quota achievement each year, before being promoted to management and later, at age of 28 he became the CEO of a subsidiary of Schlumberger running a $10M million business.
Although he was quickly successful climbing the corporate ladder, he was more interested in tech startups.
He joined PTC where he took his business unit from $4M to $27M in 3 years, and up to 150 people, in the most strategic region for the company; France, the fiefdom of the main competitor, Dassault Systemes. With his team at PTC, he outsold Dassault in their own home market.
PTC is where MEDDIC was invented. As an early executive, he contributed to the definition and the execution of what became the most renowned sales methodology.

After PTC he founded 4 startups with 2 exits and led sales teams at established companies such as Agile/Orcale and Think3. Darius trained his own teams on MEDDIC in all those roles.
His passion for SALES goes far beyond MEDDIC: For his startups, he was each time the first sales rep, selling to everyone: selling to customers of course, but also to employees (to bring in the best talents) and to investors ( to raise funds, 5 rounds, an aggregate of about $20M). He built the courses you see at MEDDIC Academy not just based on the original MEDDIC concept at PTC but also his leadership experience during 30 years.
He keeps repeating: "Nothing Happens Until You sell something to someone."
Welcome to MEDDIC ACADEMY!


A SAMPLE SEQUENCE OF DARIUS SPEAKING



What's included?

1 Video
1 Presentation
0.2

Course Curriculum

OK, now stop looking around and start learning :)

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