Return on investment (ROI) is becoming a key component in front-end sales strategies and training by major corporations. Nick and Koenig, nationally recognized experts in sales and value estimation, explore the three true returns on investment--an increase in revenue, a reduction in cost, and an avoidance of cost--and show how to apply their measurement techniques to any sales initiative. They present a step-by-step process for building an ROI model and explain how to incorporate 360 Degree ROI Selling into any of the traditional sales processes used in organizations. Annotation 2004 Book News, Inc., Portland, OR (booknews.com)

zlib/Business & Economics/Sales & Marketing/Michael Nick/ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle_12331649.epub

ROI selling : increasing revenue, profit, & customer loyalty through the 360 degree sales cycle

ROI selling : increasing revenue, profit, customer loyalty through the 360 degrees sales cycle

Michael J. Nick & Kurt M. Koenig

Dearborn Financial Publishing, Incorporated

Dearborn Real Estate Education

Mladé letá, spol. s r.o.

Kaplan Publishing

Kaplan Business

United States, United States of America

Slovakia, Slovakia

September 1, 2004

2004-09-01

US, 2004

Includes bibliographical references and index.

subject: Selling

contributor: Internet Archive

format: Image/Djvu(.djvu)

rights: The access limited around the compus-network users

unit_name: Internet Archive

topic: Selling

Type: 英文图书

Bookmarks:
1. (p1) Foreword
2. (p2) Preface
3. (p3) Acknowledgments
4. (p4) Introduction
5. (p5) PART ONE LAYING THE FOUNDATION Collecting and Organizing ROI Data
5.1. (p6) 1. Understanding the ROI Development Process
5.2. (p11) 2. Creating Why Buy Statements
5.3. (p15) 3. Defining Business Issues
5.4. (p21) 4. Identifying the Stakeholders
5.5. (p26) 5. Describing Desired Outcomes
5.5.1. (p7) Gathering Information
5.5.2. (p8) Recording the Information: The ROI Value Matrix
5.5.3. (p9) Building the Perfect ROI Model
5.5.4. (p10) Stimulating Thought Processes
5.5.5. (p12) Key Concepts and Guidelines
5.5.6. (p13) Understanding How to Create Powerful Why Buy Statements
5.5.7. (p14) Summary
5.5.8. (p16) Five Rules for Creating Effective Business Issue Statements
5.5.9. (p17) Key Concepts and Guidelines
5.5.10. (p18) Creating Business Issue Statements
5.5.11. (p19) Quantifying Tangible and Intangible Costs and Savings
5.5.12. (p20) Summary
5.5.13. (p22) Key Concepts and Guidelines
5.5.14. (p23) Mastering Stakeholder Identification
5.5.15. (p24) Adding Stakeholders to Your Value Matrix
5.5.16. (p25) Summary
5.5.17. (p27) Key Concepts and Guidelines
5.5.18. (p28) Creating Desired Outcomes
5.5.19. (p29) Testing and Improving Desired Outcomes
5.5.20. (p30) Summary
5.6. (p31) 6. Identifying Features and Solutions
5.6.1. (p32) Key Concepts and Guidelines
5.6.2. (p33) Finding the Knowledge within Your Organization
5.6.3. (p34) Assessing the Value Matrix and Identifying Features/Solutions
5.6.4. (p35) Evaluating Other Examples
5.6.5. (p36) Summary
5.7. (p37) 7. Assigning ROI Categories and Value Metrics
6. (p44) PART TWO BUILDING THE PERFECT ROI MODEL
6.1. (p45) 8. Creating Value Statements
6.1.1. (p46) Key Concepts and Guidelines
6.1.2. (p47) Compiling Effective Value Statements
6.1.3. (p48) Summary
6.2. (p49) 9. Analyzing the Value Matrix
6.2.1. (p50) Key Concepts and Guidelines
6.2.2. (p51) Summary
6.3. (p52) 10. Developing Key Pain Indicators
6.3.1. (p53) Key Concepts and Guidelines
6.3.2. (p54) Creating KPIs
6.3.3. (p55) Using Questions to Drive Specific Answers
6.3.4. (p56) Summary
6.4. (p57) 11. Creating Needs Analysis Questions
6.4.1. (p58) Key Concepts and Guidelines
6.4.2. (p59) Developing Effective Needs Analysis Questions
6.4.3. (p60) Summary
6.5. (p61) 12. Building the ROI Calculations
6.5.1. (p62) Key Concepts and Guidelines
6.5.2. (p63) Understanding ROI Calculations and Mathematics
6.5.3. (p64) Summary
6.6. (p65) 13. Designing the ROI Needs Analysis Questionnaire Interface
6.6.1. (p66) Key Concepts and Guidelines
6.6.2. (p67) Understanding the Process of Interface Design
6.6.3. (p68) Assembling a Start Screen
6.6.4. (p69) Summary
6.7. (p70) 14. The ROI Financial Dashboard
6.7.1. (p71) Key Concept and Guidelines
6.7.2. (p72) Building the ROI Financial Dashboard
6.7.3. (p73) Designing an Effective ROI Financial Dashboard Interface
6.7.4. (p74) Summary
6.8. (p75) 15. 360 Degree ROI Selling
7. (p79) PART THREE INTEGRATING ROI INTO YOUR SALES AND MARKETING PROCESSES
7.1. (p80) 16. ROI in the Sales Process
7.1.1. (p81) Key Concepts and Guidelines
7.1.2. (p82) ROI Selling and the Seven Steps of the Sales Cycle
7.1.3. (p83) The Target Stage
7.1.4. (p84) The Qualify Stage
7.1.5. (p85) Meet-and-Greet Stage
7.1.6. (p86) Presentation Stage
7.1.7. (p87) The Proposal Stage
7.1.8. (p88) The Due Diligence Stage
7.1.9. (p89) Pending Sale Stage
7.1.10. (p90) ROI after the Sale-360 Degree ROI
7.1.11. (p91) Summary
7.2. (p92) 17. Integrating ROI and Sales Force Automation
7.2.1. (p93) Key Benefits of Incorporating ROI into Your SFA Program
7.2.2. (p94) Implementing the Integration
7.2.3. (p95) Automatically Assigning ROI Resources to Stages of the Sales Process
7.2.4. (p96) Assigning Close Percentages
7.2.5. (p97) Summary
7.3. (p98) 18. ROI Marketing
8. (p107) Appendix A: Examples and Templates
9. (p108) Appendix B: Conducting an ROI Workshop
9.1. (p109) Phase 1-Information Gathering
9.2. (p110) Phase 2-Building the Model
9.3. (p111) Phase 3-Deployment:
9.4. (p112) Planning the Workshop
9.5. (p113) Conducting the Workshop
9.6. (p114) After the Workshop
9.7. (p115) Summary
10. (p116) Glossary
11. (p117) Index

theme: Selling

With competition for sales even more intense in today's business environment, maintaining revenue streams from new and existing customers has never been more critical. As selling moves beyond a traditional approach, improving relationships and revenues with existing customers is critical, as well as doing a better job than the competition. Typically, ROI has equated to the bottom-line financial performance, but it is now becoming a key component in front-end sales strategies and training by major corporations. Nationally recognized experts in sales and value estimation Michael Nick and Kurt Koenig explore the three true returns on investment - an increase in revenue, a reduction in cost, or an avoidance of cost - and how to apply their unique measurement techniques to any sales initiative. ROI Selling takes sales professionals through: The step-by-step process for collecting and organizing key information that can be used to build your own ROI model, How to build after-the-sale performance tracking, which brings the 360 Degree ROI Selling approach full circle for increased value justification, How to incorporate 360 Degree ROI Selling into any of the traditional sales processes that organizations are using today, How to integrate ROI sales tools with existing automated sales systems and marketing plans and programs. Using thorough questions and assessments, ranging from why people buy a company's product, what specific issues drive a particular potential buyer, and the stakeholders' desired outcomes, ROI Selling shows how to gain the edge in today's competitive sales environment. Success stories, reference materials, and templates for building ROI models are also included.

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

ROI Selling is a guide to developing powerful ROI sales tools and integrating them into your sales and marketing processes, programs, and systems.

2021-04-25