Summary: 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. Michael Nick is president and founder of ROI4Sales, Inc. and author of ROI Selling, Why Johnny Canrsquo;t Sell, and How to Create the Perfect ROI. He is a nationally recognized expert in value estimation and ROI and conducts several public workshops and seminars throughout the year. Michael published a research paper sponsored by Microsoft Dynamics, which became the most downloaded white paper in Microsoft history with over 20,000 downloads. Michaelrsquo;s expertise has extended internationally with companies like Oracle, Great Plains, Hewlett Packard, AutoDesk, MacGregor, Rockwell Automation, GEAC, CheckFree Corporation, Comdata, TSYS, NextGen and S1 Corporation and has tens of thousands of sales people worldwide using ROI Selling techniques from ROI4Sales, Inc. For additional training on this topic, consider these AMA seminars: *Measuring and Maximizing Marketing ROI *Strategic Sales Negotiations *Selling to Major Accounts-A Strategic Approach To learn more, read these AMACOM Books: * The Zero-Turnover Sales Force, by Doug McLeod * ProActive Sales Management, by William "Skip" Miller * Red-Hot Selling, by Paul S. Goldner
