Darrin Fleming

Darrin Fleming
Darrin Fleming is Managing Director at ROI Selling. Darrin has worked with a variety of companies in technology and complex solutions including Honeywell, Celanese, Merck, PPG, Battelle, and Cooper Industries to quantify the value of their solutions and build compelling business cases. His years of starting and managing consulting and professional services businesses at companies like Rockwell Automation allow him to bring a wide range of experiences and insights to his clients. Darrin has developed proven approaches for analyzing the market, understanding customer needs, developing strategies, developing appropriate Go-To-Market plans for the offerings, and enabling an effective execution of the strategy. He travels around the world helping and training companies to improve their marketing performance. Darrin also has to his credit a book published through McGraw-Hill. Darrin attended the MBA program at the University of Oregon where he focused on Marketing and Organizational Development. He also has a BSEE in Control Systems Engineering from Michigan Technological University. He is based in Cleveland, Ohio with his wife Nikki and their two sons.
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Recent Posts

3 Fundamentals to Build a Successful Value Selling Program

I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process. Why? Because in my experience, three critical components must be present to ensure a successful value-selling initiative: people, process, and technology.

Why a Value Calculator is the Best Asset to Increase Leads

The number one challenge in demand generation is persuading prospective buyers to give you their contact information. Without it, they remain anonymous visitors to your website, leaving sales without the ability to follow up and convert them to an opportunity.

5 Ways to Get More High-Quality Leads and Improve Sales

They say hindsight is 20/20 and while it may be helpful to look back at 2019, it’s more productive to plan ahead. Now is a great time to create a marketing program for 2020 that will improve the quality of your leads, increase conversions and grow sales revenue.

7 Value Pricing Steps to Help You Increase Profit

I’ve heard it all when it comes to pricing strategies. Clients say they use a premium pricing strategy, or penetration pricing, or (pick your own) pricing strategy. But really... what is the one and only goal of pricing when you want to make a profit?

How Grassroots Strategy will Boost Profitable Growth

To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots Strategy: Cultivating B2B Growth from the Ground Up to share what we’ve learned about building marketing strategies around customer needs and proper pricing strategies.

Show More than Energy Savings to Promote Energy Efficiency

Small and medium-sized businesses (SMB) often incur significant energy costs, but lag behind their larger counterparts in adopting energy efficiency (EE) measures. According to the New York State Energy Research and Development Agency (NYSERDA), there are two primary barriers to adoption that solution providers must address.

Five Surefire Ways to Delay the Sale

If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such a smooth sales process that they need to slow things down.

Three Proven Tips to Make a Successful Sales Process Change

Imagine being a tennis coach and one day, you tell your team you want them to start playing golf. You hand out brand new, top-of-the-line golf clubs, and send them back out to the tennis court to play golf. What do you think will happen?

Now is the Time to Embrace ROI Selling for Industrial Products

Although we have many industrial clients, the adoption of value-based selling still lags far behind other industries such as software, supply chain, telecommunications, and computer and networking hardware. I recently pondered why this might be the case.

Is a TCO Tool Worth the Risk?

During initial conversations, prospective customers often tell me they’re looking for a TCO (Total Cost of Ownership) calculator or tool. My typical response is to ask what they’re trying to accomplish so we can explore which tool (or tools) will best serve their needs. More often than not, a TCO tool can be helpful, but it may not the best solution.