April 30th 2007
ROI Selling. Increasing revenue, profit & customer loyalty through the 360 deg. sales cycle. Michael J. Nick & Kurt M. Koenig
ROI Selling. Increasing revenue, profit & customer loyalty through the 360 deg. sales cycle. Michael J. Nick & Kurt M. Koenig. ISBN 0793187990. 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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- Validation that sales/marketing processes and models need to change- Does yours?
- Why Johnny Can’t Sell. Michael Nick & Robert Kantin.
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- 2011 Trendspotting for the Next Decade. Richard Laermer.