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

~ Michael Nick (Author), Kurt Koenig (Author) "ROI Selling is a guide to developing powerful ROI sales tools and integrating them into your sales and marketing processes, programs, and systems..." (more)
Key Phrases: Needs Analysis Questionnaire, Solution Selling, Rockwell Automation (more...)

Editorial Reviews

Product Description

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 tangible outcome 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.

Product Details

• Hardcover: 336 pages
• Publisher: Kaplan Business (September 1, 2004)
• Language: English
• ISBN-10: 0793187990
• ISBN-13: 978-0793187997
• Product Dimensions: 9.1 x 6.1 x 1 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.9 out of 5 stars  See all reviews (20 customer reviews)
• Amazon.com Sales Rank: #515,357 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars Excellent Coaching for "C-Level" Sales, November 9, 2004

By	Allan Siegert (Westport, CT) - See all my reviews (REAL NAME)

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.

5 of 5 people found the following review helpful:

5.0 out of 5 stars Justify Your Product To The C-Level Buyer !!!, January 5, 2006

By	James C. Williams (Denver, Colorado) - See all my reviews

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.

4 of 4 people found the following review helpful:

5.0 out of 5 stars Close Quicker, Higher Margins:, October 28, 2004

By	RWM "Bob" (Midwest) - See all my reviews

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.