Communicating and Quantifying Value with Tom Pisello, the ROI guy
from Future-Proof Selling Hosted by Steven Norman
Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power of Discovery assessments in building the business case for change. Walking into customer interactions with a hypothesis of their potential problems. Aspects of "The Challenger" sales and how to implement it effectively. The power of Socratic dialogue to help customers become more aware Closing for a Discovery meeting vs a Product Demo How slowing down early in the sales process actually speeds up the whole sales process How sellers must help customers to buy How there are still positive opportunities in this difficult market How Mediafly helps companies to guide customers, turbocharge presentations and produce business cases to be more effective. Why pain is a stronger motivator than gain. Check more about Tom's company and latest book Evolved Selling and the Mediafly solution for presentations.
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