How the ROI Conversation is Evolving in B2B Sales:
The ROI Paradox
Join Ted McKenna, Dave Anderson, and James Davies for a wide-ranging conversation on how buyers evaluate ROI and how the best sellers de-risk value calculations.
Featured Speakers and Panelists
Ted McKenna
Co-Founder and CEO, SellingInnovations
Co-author, The JOLT Effect
Dave Anderson
Co-Founder and COO, SellingInnovations
The B2B ROI conversation is evolving. Buyers are placing bigger, more ambitious ROI claims under a microscope — demanding immersive POCs, extended validation, and endless proof points before they'll commit.
Ironically, the claims meant to de-risk the decision often add to buyer hesitation and drag deals into diligence purgatory. Meanwhile, sellers pile on transformational outcomes buyers can't realistically achieve, and lean on ROI calculators as feature-justification tools instead of business-outcome connectors.
Join Ted McKenna, Dave Anderson, and James Davies (co-founder, Guaranteed Outcomes) for a conversation on how top sales organizations are rethinking — and de-risking — the value case.
