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ROI4Sales incorporated
in 1998.We were one of the first companies to realize the need
to use sales software ROI tools throughout the sales process. We began by building a sales enablement solution that included
a discovery document for Great Plains / Microsoft that collected critical data used for a return on investment calculation
for their support needs in their help desk and field service module. During our own discovery phase we quickly realized
there was an opportunity to integrate mathematics, ROI analysis, and TCO tools, into the document to support
value assessment analysis. ROI Selling was born!
We took the ROI Selling concepts and technology from
this engagement and implemented a revised version at Hewlett Packard. Our implementation at HP solved more than just a discovery
issue. ROI Selling was being used to collect data and perform a return on investment calculations,
and b2b sales.
In 2000 we added additional ROI consulting services that included ROI research, ROI training and a sales enablement support program that included ROI4Sales working
with your clients in a sales situation. We became the ROI financial analysis arm of many small companies. Our direct support
services have continued through today with greater success leading to ever increasing adoption rates from sales professionals.
In
2003 we developed a Value Inventory workshop that would help our customers and us become more familiar with the issues,
pains and goals we needed to include in the ROI solutions development process. The results from the workshop became a vital
part of the ROI Selling process. We released the first Value Inventory model late in 2003. This process is now the cornerstone to developing ROI Selling models.
By 2005 we needed to develop additional sales tools to support the change in the strategic
buying process. We released two new products including a Total Cost of Ownership (TCO) program and our every popular 360 Degree
ROI program. The later was highlighted in Michael Nick’s (Our Founder) best selling book, “ROI Selling”. ROI Selling is available from your local bookstore, or on-line retailer. Michael’s book
laid the ground work for ROI to be used throughout the sales process.
In
2007 we reached our 100thcustomer. We had been working with companies like, TSYS, S1, Rockwell Automation, NEC, GEAC, Autodesk and many small companies including
start ups that needed an edge. Also in 2007 Michael released his next book, “Why Johnny can’t Sell”. Johnny
is also available in bookstores and on-line retailers.
In 2008 ROI4Sales and Michael were
featured in Selling Power Magazine. Michael struck up relationships with several sale training organizations including Sandler Training and SPI International.
2010
brought us new successes in that we released our new Risk Assessment module. This new ROI Selling module continues to build on the use of sales tools throughout the sales process. Risk Assessment is
used to help qualify a prospect by asking yes / no questions and rating the answers to determine how you can help them. Try using
our ROI Selling Risk Assessment Tool on-line here and receive an 8 page custom report. In addition to our Risk Assessment tools we developed a new
Business Case tool set. The new business case is designed around a new book coming out in 2011 called, “The Key to the C-Suite.” We have integrated value into a set of financial metrics the C-suite uses to make strategic buying decisions. These
new concepts come on the coat tails of the worst economy businesses have seen in over 50 years. ROI4Sales
continues to grow and broaden our product offerings. We have advanced our Value Inventory since its inception. We have added
several new tools and we have changed the look and feel of our products to make them easier to use and more widely adopted
by sales professionals.
2011ROI4Sales released a new portal version of our popular ROI Selling
Program. We made the same functionality available via any Internet based tool including the iPad and Android platform. Customize
your portal for prospects to use the ROI Selling sales software on-line. We still offer our Excel based ROI Selling programs
too.
2012 PASTis the word! Process, Approach, Skills and Training Program. This program is new and designed to help you develop a value
inventory and consistent discovery questions. We work with your team closely to improve your process and approach. Train your
team on new discovery skills and provide increased value to your current sales methodology.
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