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

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.

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All Customer Reviews
Average Customer Review:
1 of 1 people found the following review helpful:

Should be part of every enterprise sales and marekting managers well thumbed library, 2007-04-30
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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2 of 2 people found the following review helpful:

Making money with ROI Selling, 2006-09-08
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!


0 of 0 people found the following review helpful:

ROI Selling, 2006-07-18
Written with the professional in mind: very understandable and credible step by step process for gathering and collecting customer information which will be used in the ROI presentation. Very useful for all sales prefessionals - regardless of experience.


1 of 1 people found the following review helpful:

Ten times worth it !!, 2006-04-06
I really recommend it to any person who wants to learn how to build a solid Roi Model. This is the best tool to show your prospects/customers a truly value justification based on real information from their own company. Improve loyalty 100%!!
I am glad I found this book!
Congratulations to the author!


2 of 2 people found the following review helpful:

ROI Selling Experience, 2006-02-13
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.

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