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How to Obtain the Best ROTI
Blog / Leadership / Nov 15, 2017 / Posted by Bob Urichuck / 6291

How to Obtain the Best ROTI


Many hold to the belief that money is one of life’s most important things. But money comes, and money goes, and comes once again.

What is more important than money? That would be time. Unlike money, time just goes…and never comes back.

So rather than maintaining the focus on money–return on investment, or ROI–change your focus to the return on time invested, or ROTI.

For any given activity, product or goal, what are you doing to maximize your ROTI? For after all, life is all about getting the most out of the short time we have here on Earth.

What are you doing to maximize your ROTI in any given project, goal or activity? For that is what life is all about–getting the most out of our short time here on earth.

How does one get the best ROTI?

Getting the best ROTI starts with setting an objective—what is it you want to accomplish and by when.

Next, look at all the alternative options or actions that need to be taken. Which ones would give you the best return on your time?

If, for example, you wanted to penetrate a particular market, there are many options open to you. You can advertise, conduct promotions, cold calls, lead generation, follow-up, sales presentations and the list can go on and on.

Let’s pretend you meet with a potential buyer and invest 30 minutes with them to get a sale. At the end of the encounter there is a sale, or not, but regardless of the outcome, who will be chasing whom after the 30 minutes are over?

Yes, it will be the salesperson chasing the buyer.

So, how can we get better ROTI?

What would happen with the same 30 minutes if you were to share and provide value to a room full of targeted buyers all at once?

At the end of the 30 minutes, providing you gave value, who would be chasing whom?

ROTI is all about getting a better return on time invested. Where do you get the best ROTI—one-on-one or one-on-100?

And what else does it do for you?

It positions you as an expert—something that is not always accomplished on a one-to-one basis. And everyone wants to do business with an expert.

Want to learn more about ROTI and how to position yourself as an expert in the marketplace?

Get the free chapter “Personal Marketing Plan” from Velocity Selling: How to Attract, Engage and Empower Buyers to Buy.

Pipeliner CRM empowers salespeople to make the most of their time. Get your free trial of Pipeliner CRM now.

About Author

Bob Urichuck, founder of, an innovative learning platform that provides selling and non-selling professionals with affordable and buyer-focused sales training and mentoring. Recognized as an International Sales Expert and ranked in the top 10 of the World‘s Top 30 Sales Gurus since 2008.

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