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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

Success in B2B Sales: Help Your Customers Make More Money

Has your organization built its marketing and sales programs around selling your product? Well, here’s a news flash. B2B customers don’t buy features and functions; they buy solutions to their problems. So not only should you be selling your solution, you should also be “selling money.”

3 Simple Truths to Energize XaaS Solution Sales

I recently wrote a blog post for Amphora Consulting titled, “XaaS: Should You Jump on the XaaS Bandwagon?” In it, I contend that the following seven conditions must be true before deciding that switching to a subscription-based model is the best answer for your business.

Now is the Best Time to Rebuild Your Marketing Foundation

I recently read a couple of articles about marketing during a downturn. Both urged businesses to resist the natural temptation to cut marketing during this, or any, crisis. They got me thinking about what marketing should be doing to prepare the business for the eventuality that things recover.

2 Proven Approaches to Effectively Discuss Money with Buyers

Few people like to talk about money during the sales process. Eventually, though, buyers will ask, “How much does it cost?” If the price is more than nominal, they probably need budget approval. How well can your sales team shift the conversation from finding and solving customer problems to money?

How to Get Started with an Assessment Tool to Win More Business

Successful business leaders make it a point to know how their business performs compared to peers and similar businesses. They strategically use this benchmarking information to strengthen all aspects of their business. And they understand its importance in improving competitive advantage.

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.