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Michael J. Nick, a co-author of Why Johnny Can't
Sell ....and What to Do About It, is President and founder of ROI4Sales.
Our ROI Selling methodology is in use throughout the world at
companies like HP, GEAC, Oracle and Rockwell Software. In 1998, our first client, Great Plains Software needed a way to bring
consistency to their partner network. With over 1500 business partners reselling Great Plains products, their challenge of getting consistent data in a format that was
useful and productive was difficult if not impossible. We created a model that included a standardized Needs Analysis Questionnaire
and graphical financial dashboard. Also, we supplied a comprehensive manual and training program to promote the ROI Selling
model to their internal sales force and partners.
Our unique program begins
with an interactive workshop to assist us (and your team) in learning your business, transferring valuable product knowledge
between your team members and defining your major value drivers. The result our workshop is an ROI Value Matrix. The Value
Matrix is a tool that can be used throughout your organization to help marketing understand the real reasons people buy, help
train your new hires on your business and assist in guiding sales personnel through the process of learning what value your
products offer.
Upon completion of the
ROI Value Matrix, we begin the development of a set of sales tools your team can use to gather information used to complete
a value estimation program. There are several parts to the tool set: A KPI Input form, a ROI Questionnaire, and of course
the ROI Financial Dashboard. Each tool is designed and built based on the data gathered during the workshop and captured in
the ROI Value Matrix.
Our 360 Degree ROI program
takes the typical ROI event and turns it into an ROI program your company can use to measure ROI before the sale and assess
your success after the sale. This program not only helps you close more deals, but helps you increase your up-sale and cross-sale
opportunities. In addition reduces or eliminate any chance of scope creep on long term projects.
ROI4Sales,
Inc. provides consulting services for Sales Process re-engineering. ROI exists in every phase of the buyer's decision process.
You need to build ROI into every phase of your selling process. ROI4Sales, Inc. can help you do that. Our ROI Needs Analysis
Questionnaires and Financial Dashboards are tools that will help you close more business, close it faster and avoid costly
discounts.
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Mailing Address:
823 South Main Street, #202
West Bend, WI 53095
Telephone:
262-338-1851
URL:
Email:
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