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

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Summary: Simple recipe for driving value for all major opportunities
Review: A revolution in qualifying opportunities - based on the collective value delivered to the vendor AND the client!

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Summary: This is what i was missing.
Review: I used the roadmap in this book to rework my pricing and found several other great side effects (a better understanding of my market, my customers, and my business strenghts).

I would recomment this book to ANYONE who is selling software, programming, and consulting.

I am selling more, working less and making more money because of roi selling.

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Summary: It's all about VALUE!
Review: 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.

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Summary: Excellent practical guide to selling value!
Review: In this excellent book, Michael Nick provides a practical, insightful guide that will help any sales or marketing professional to accurately describe the full value of their offerings to prospective customers. Unfortunately, few sales professionals really know how to justify the value of their solutions today, but ROI Selling shows exactly how to do this, in a common sense, straight-forward manner. Highly recommended.


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Summary: Excellent Coaching for "C-Level" Sales
Review: 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.

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Summary: Close Quicker, Higher Margins:
Review: 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.