|
 |
| |
Through the course of a year Michael Nick our President and
Founder will participate in various web-casts, seminars, interviews and training sessions. Below we have provided links to
some of the more recent appearances.
Michael covers a range of topics from ROI Calculators, ROI Software, Sales
enablement solutions, ROI analysis, Value Selling, Business Justification Software, b2b Sales, software for sales professionals,
Sales tools, iPhone Apps, and ROI calculations.
The minds of sales professionals and executives work quite differently during a
meeting. Michael Nick is well-versed on this difference, recently
detailing his expertise in his book, The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives.
He joined CMIQ to share his insight on executive customer engagement. Nick discussed what to do as a sales professional pitching to C-Level managers or clients. Some of the advice he
shared is to not bother pitching the benefits, features and ROI of your product or service. The executive is truly only concerned
about the economic impact. The existing “language barrier”
between sales professionals and executives is surmountable through extensive research and understanding your “value
inventory,” Nick explained. His book offers a fairly basic
strategy to compile your “value inventory” prior to a sales meeting. Research the company’s background,
do a Google search for news and use LinkedIn to find out any common connections you have with a client. Executives use metrics to evaluate strategic
buying decisions – return on asset, return on equity, earnings and operating costs – so it is beneficial to anticipate
any inquiries related to those financial levers. Listen to the full interview with Nick above.
In a new American Management Association podcast, Michael Nick, president and founder of ROI4Sales Inc., and author of The Key to the C-Suite, talks about priming your sales pitch for today’s decision makers.
In today’s fickle economy, senior executives
are no longer relying solely on ROI in their purchase planning. In his book Key to the C-suite, Michael Nick outlines the additional financial metrics being used to make buying decisions and empowers sales professionals
with the tools to communicate within this new landscape. He explains how to skillfully articulate your value to their bottom
line and how to build a business case by assessing your value inventory and leveraging new tools like Linked in to gain a
leg up of insight on the client.
Newsletters - ROI4Sales offers a free newsletter. It comes out about 3 times a month and is filled with articles, advice,
facts, and research. You can subscribe to it today or simply press the picture and download archive copies.
Topic
range from ROI Software, Sales enablement solutions, iPhone Apps, b2b sales advice, Sales tools, ROI Calculations, and ROI
Software,
To subscribe: Enter your email address below and you will start receiving our newsletter.
CanDoGo Videos: Michael Nick was one of the original 20 participants of the CanDoGo
project. Now with over a 100 sales trainers on more than 30 subjects Michael provides you with video, Audio or written
advice from ROI Selling, Why Johnny Can't Sell and The Key to the C-Suite. Click the picture to
the left to view more than 90 segments taped by Michael to help provide you with the very best advice on ROI.
ROI Selling White Papers: Select the picture to the left to download one or more of our White
Papers. We cover topics like, The ROI on ROI, Understanding Threshold for Pain, Selling to the C-Suite and Building your Business
Case. Some of our papers are based on years of research and others are entertaining and informative. Each paper is available
in a PDF format. For more information on our papers please feel free to email us at info@roi4sales.com.
ROI Selling Datasheets: The ROI Selling program consists of several modules that
fit into your sales process. We have developed discovery tools for financial and non financial analysis, value estimation
tools for setting goals, Financial Dashboards that produce a Business Case and a 360 Degree ROI for capturing and calculating
the true return on investment. We even have a TCO program to compare your solution to status quo or a competitor. Our program
includes training and support to ensure you get the highest adoption rates possible. Select the picture to the left to download
our data-sheets and call us at 262.338.1851 for more information.
Articles Select the article you wish to read and click on the link.
It will open in a PDF automatically. (Remember to press your "back" button to return to ROI4Sales website
or close the window the PDF opens in.)
|
|
|
