Customer Reviews

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

5 star:		(18)
4 star:		(3)
3 star:		(0)
2 star:		(1)
1 star:		(0)

 

 

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.

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.

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.

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

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.

Having been a sales mentor for 7 years, and having sold large solutions into the Enterprise for 23, this book has been exactly what I have been looking for. The need to quantify value in an easy, neutral fashion, and have your prospect do it with you, is exactly how the deals are being done today in this overheated, competitive technology market.

I have adapted my practice to ROI selling, brought it to my clients, and have found new clients because of it. One of the best elements of the book is the ability to engage with the author, and actually get his help. In several instances, I did this, and it was very competitive and highly professional.

I recommend this to vendors selling software and technology, CEO's who have to buy those solutions, and executives who need to sell there projects to their own C-level. With tools like ROI Selling, you can more easily advance your business and career. Great work!

ROI Selling: I recommend for any individual working on or thinking about implementing value justification/ROI documentation into the sales process. As more and more sales situations increase in complexity the greater the need for a valid credible documentation of ROI will be needed. Customers do not have a sohpisticated method of valuing a solution, those sales professionals that can provide a credible model will win more than lose.

The methodology is great. The process the book uses is very nice to follow and not only is helpful on a general level but is providing actionable results.

My only wish is to have more examples from real life that could be packaged on a cd-rom. However the handful that are provided are a great starting point from which to build.

Even if you think you have a good ROI model you should get this book to validate your model.

There have been many times in the life of most sales professionals that we've left the job of evaluating the actual value of our solution to our client...with the result either causing severe pressure to reduce cost of solution, or even worse, a decision to look for other competing solutions.

This book serves as an outstanding primer to logically evaluate the bases for measuring specific monetary value of sales solutions, whether they be industrial, service or technology-based.

Excellent book. Highly recommended.

Michael Nick and Kurt Koenig have created a must read book for any businss to business sales person. The address one of the most critical and often misused steps in the sales process. They provide critical steps to follow to provide the type of ROI that will help people sell more effectively in this competitive world. I highly recommend it and can't wait for their next book.

This book finally helps put in place the RIGHT way to position any sale in the eyes of the customer - showing value and what the expected ROI will be! Further, the beauty in this book and associated models (which walk you through the process with simple and easy to understand examples) is in enabling you to go even further with a customer using their '360' process and show them after the fact in proving the ROI initially projected.

Having taken, taught and used most every sales training program out there, this book pulls all the concepts together where conventional training leaves off. Its not about memorizing the right answer to handle objections, its about showing ROI to clients and committing to deliver on this for them. Finally a breath of fresh air for both salespeople and customers.

This book will help any company really take a hard look, through the eyes of their customers of exactly what the benefits of their products and services are. You have to start with this step before you can build out their model and found this process very enlightening. I wish every sales company would take a hard look at their sales cycle and process and bet they would be amazed at how this reduces the amount of time getting to 'YES', is more professional and makes them more money. Super job!