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Download ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle fb2

by Michael Nick,Kurt Koenig
Download ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle fb2
Management & Leadership
  • Author:
    Michael Nick,Kurt Koenig
  • ISBN:
    1607145227
  • ISBN13:
    978-1607145226
  • Genre:
  • Publisher:
    Kaplan Publishing; Original edition (September 1, 2004)
  • Pages:
    336 pages
  • Subcategory:
    Management & Leadership
  • Language:
  • FB2 format
    1180 kb
  • ePUB format
    1727 kb
  • DJVU format
    1470 kb
  • Rating:
    4.7
  • Votes:
    578
  • Formats:
    mobi lrf lit txt


Michael Nick, Kurt Koenig. Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers.

Michael Nick, Kurt Koenig. 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 .

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. ROI selling works within a company's existing sales methods to increase the effectiveness and production of their sales force. 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.

Format: PaperbackVerified Purchase. Effective road map for the strategy to quantifying the pain points of the customer and how to leverage your value proposition as the solution for the customer. 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.

Goodreads helps you keep track of books you want to read.

ROI selling works within a company's existing sales methods to increase. Goodreads helps you keep track of books you want to read. Start by marking ROI Selling: Increasing Revenue, Profit, & Customer Loyalty Through the 360 sales Cycle as Want to Read: Want to Read savin. ant to Read.

Nick, Michael J; Koenig, Kurt M. Publication date. Books for People with Print Disabilities. Internet Archive Books.

Personal Name: Koenig, Kurt M.

Personal Name: Nick, Michael J. Publication, Distribution, et. Chicago. Dearborn Trade Pu. (c)2004. General Note: Title from title screen. Personal Name: Koenig, Kurt M. Corporate Name: Books24x7, Inc. Rubrics: Selling. Download now ROI selling : increasing revenue, profit, & customer loyalty through the 360 degree sales cycle By Michael J. Nick & Kurt M. Koenig. Download PDF book format.

ROI Selling helps sales companies shift the focus from their products to what their Customers see as the bigger outcome from implementing solutions that include your product. Salespeople can learn to sell in ways that help their customers value them as trusted advisors. Sales Training programs and Sales Seminars like Performance Insights, LLC have the same philosophy of focusing on what the customer values as ROI Selling has.

ROI Selling: Increasing Revenue, Profit, & Costumer Loyalty Through the 360° Sales Cycle. South-Western Educational Pub. Harvard Business School Press. 2006. This user has earned KudoZ points by helping other translators with PRO-level terms.

by Michael Nick and Kurt Koenig.

Roi Selling : Increasing Revenue, Profit, and Customer Loyalty Through the 360 Sales Cycle. by Michael Nick and Kurt Koenig. Select Format: Hardcover. 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.

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 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.

Trex
Effective road map for the strategy to quantifying the pain points of the customer and how to leverage your value proposition as the solution for the customer. You always hear that you should view things from the customer perspective and be "customer centric" in your approach. This book shows you how to do it and helps your team win the game on your customer's playing field.
Orll
ROI is a wide and critical factor in business management. The book title represents high expectations but didn't offer new thinking nor advanced models of ROI.
ROI calculations should focus more on finnancial perspectives rather than verbal explanations. Using Excel in any ROI calculations is highly recommended!

Dr. Hillel Avihai
Stick
As part of our mantra at Rocket Builders to bring metrics into sales and marketing I was asked to review this book. A very valuable book for those in the enterprise sales market and/or markets where the customer needs material that really shows the ROI from using your goods and services. This includes customers who have become "jaded" by implementations that took longer and cost more than budgetted with little to show for it. They will love the part where you can show them the cost of waiting/not deciding. (So will you)

Not a book for the faint of heart as it is quite thorough and all encompassing wrto getting and using metrics in sales. It is definitely written with VP sales and CFO in mind. The very last chapter discusses ROI used in marketing and despite the brevity, it is a useful chapter. If I was to point to one flaw, it is that this book, like so many others in sales , does not address how and why most marketing materials do not really help the sales process. The problem is as much due to sales as marketing. But that is the subject for another day(s)?

Chapters are quick, short and perhaps a bit too concise in explanation. It takes a while to get through and I would not recommend it as an airplane book. You need quiet, time and reflection to use this. If you do, the results should be very useful to you

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Shakagul
It's about them, not us.

ROI Selling uses the"360 Degree Measurement" technique for a very effective approach for turning valuable customer feedback into a compelling case for their products and services.

ROI Selling helps sales companies shift the focus from their products to what their Customers see as the bigger outcome from implementing solutions that include your product. Salespeople can learn to sell in ways that help their customers value them as trusted advisors. Sales Training programs and Sales Seminars like Performance Insights, LLC have the same philosophy of focusing on what the customer values as ROI Selling has. RELATE Selling has taken the ROI Selling concepts from the book and has applied them in a sales call. ROI Selling works!

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.

It is not a total resource for training those new to sales, though there are some decent conceptual selling tips.
Clonanau
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!
Coiril
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!