ROI selling : increasing revenue, profit, & customer loyalty through the 360 degree sales cycle /
Nick, Michael J.
Koenig, Kurt M.
Chicago : Dearborn Trade Pub.,
c2004.
Includes bibliographical references and index.
Understanding the ROI development process -- Creating why buy statements -- Defining business issues -- Identifying the stakeholders -- Describing desired outcomes -- Identifying features and solutions -- Assigning ROI categories and value metrics -- Creating value statements -- Analyzing the value matrix -- Developing key pain indicators -- Creating needs analysis questions -- Building the ROI calculations -- Designing the ROI needs analysis questionnaire interface -- The ROI financial dashboard -- 360 degree ROI selling -- ROI in the sales process -- Integrating ROI and sales force automation -- ROI marketing.
Selling.