ROI Selling: Increasing Revenue, Profit, & Customer Loyalty Through the 360 sales Cycle

by Michael Nick and Kurt Koenig

Book Overview

Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0793187990
• ISBN13: 9780793187997
• Release Date: September 2004
• Publisher: Dearborn Trade
• Length: 299 Pages
• Weight: 1.30 lbs.
• Dimensions: 1.0" x 6.3" x 9.2"

Customer Reviews

Justify Your Product To The C-Level Buyer !!!

What a fantastic book!! Of all the books and strategies I have ever read on selling solutions, this one is by far the best one yet. Nick's and Koenig's book offers valuable tools with backbone that will teach you how to justify your product to the buyer. Not just a lot of salesy fluff that is offered in many how-to-sell books. ROI Selling actually presents a strategy for showing the decision-maker how they can't afford to NOT buy your product. If you like the strategies of Neil Rackham and Michael Bosworth, you'll love this book. I've had the great pleasure of being trained under Michael Nick several years ago and I can sincerly say from first hand experience that Nick is a first class sales effectiveness expert. He actually has the distinguished and celebrated sales career and successes to warrant being the author of such a great book. Without a doubt, this book and these strategies have helped me become a better marketer, better sales rep, and better sales manager. Thank you for finally putting this in a format that can help so many of us justify our products.

Excellent Coaching for "C-Level" Sales

Nick and Koenig show how to convert buying reasons (emotion) into dollarized justifications (ROI). They urge sales and marketing to enter every sale by leading with value. The book is loaded with process and template examples. It shows how to close a complex sales faster by establishing the cost of procrastination. This book is aimed at B-to-B sales and marketing executives but other executives and consultants will find it highly useful.

Close Quicker, Higher Margins:

ROI Selling is one of the best tactical business books to come out. No "fluffy" sales gimmicks here. Sales people today must understand every decision comes down to numbers; and not just against your competition. Business decisions compete for capital with every other opportunity within the organization. This book explains the mechanics of bringing deals to closure quicker at higher margins. The new "must have" for all successful sales people. R.W. Makowski VP, Sales AQS, Inc.

It's all about VALUE!

Identifying, quantifying and measuring the value delivered by our products has changed the way we sell, has improved the interest level of our prospects and is in the process of changing the way we deliver after the sale. The concept of a 360 degree review to measure your performance after the fact has raised our credibility to a whole new level. Using the concepts in this book, we have created models proving the benefits we deliver by solving the issues that most commonly impact our buyers.

Simple recipe for driving value for all major opportunities

A revolution in qualifying opportunities - based on the collective value delivered to the vendor AND the client!