ROI Selling : Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle

Book Description
ROI selling works within a company's existing sales methods to increase the effectiveness and production of their sales force.
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 today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty. While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique "360 Degree Measurement" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangibleoutcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed by the authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year. Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services.


About the Author
Authors Michael J. Nick and Kurt M. Koenig are nationally recognized sales and value estimation experts. Founded in 1998, VMC, Inc./ROI4Sales creates credible and objective ROI sales tools to aid their clients in increasing revenues, shortening sales cycles, avoiding discounting, and clearly communicating product knowledge. VMC has provided measurable results to firms of all sizes from start-ups to 50 of the Fortune 500 companies, including organizations such as Hewlett-Packard, Great Plains Software, Oracle, and Rockwell Automation. Prior to founding VMC, Nick served as an executive vice president of worldwide sales and marketing for a leading CRM software firm. Koenig has been a principal at Penta Technologies for more than 25 years, developing, supporting, and providing project management software systems for a diverse industry and client base.


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Return on investment (ROI) is becoming a key component in front-end sales strategies and training by major corporations. Nick and Koenig, nationally recognized experts in sales and value estimation, explore the three true returns on investment—an increase in revenue, a reduction in cost, and an avoidance of cost—and show how to apply their measurement techniques to any sales initiative. They present a step-by-step process for building an ROI model and explain how to incorporate 360 Degree ROI Selling into any of the traditional sales processes used in organizations. Annotation ©2004 Book News, Inc., Portland, OR


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