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The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More Paperback – April 24, 2015
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About the Author
Tom Pisello is the CEO / Founder of Alinean and well known as "the ROI Guy" through his popular blog and articles. Alinean creates value messaging, tools and training to empower sales and marketing to "deliver value to every customer conversation."
Prior to creating Alinean in 2001, Tom created and launched several other software companies, and was a Managing VP at Gartner, pioneering their ROI / TCO tools offerings.
Top Customer Reviews
B2B buyers have changed. Buyers today want to know exactly how you can help them solve their particular challenges and the bottom-line impact you can deliver.
This book reveals how sales and marketing can help buyers abandon the status quo and take action to change and invest in your recommendations to achieve and realize more value.
It's the responsibility of the sales rep and marketing, not the customer, to create the perception of value necessary to advance the sale. If you wait for your customer to do it – the deal likely stalls. If you allow your competitors to drive the value conversation – they will frame the value to their advantage and your detriment.
But sales success today is not exclusively about quantification and logic. Persuasive business cases that move others to action include a combination of logic, emotion, and credibility. Aristotle long ago described these as Logos, Pathos and Ethos. The timeliness genius of Aristotle combined with modern neuroscience are effective guides to persuade and move frugal B2B buyers to action.
This book provides a roadmap to effectively refine your sales approach and navigate your content marketing plans to not only survive – but thrive – in this new environment.
That said, I like the style in which the story is told. While this is content rich material, the book is graphically appealing as it walks down the buyers journey in the age of frugalnomics. I highly recommend this book.
Tom Pisello’s new book shows you how to make your messages stand out, so you can engage today’s skeptical buyers and convert more prospects into customers. It explains how to ditch your boring PowerPoint presentations in favor of content and tools that deliver real value.
One of the most interesting parts of book is the chapter on how Aristotle's art of persuasion works with today's neuroscience of decision making. When you combine the two, you can get more buyers to say “yes” to your products or services.
I’d recommend this book to any B2B marketing or sales leader who needs to shorten sales cycles and stand out from the competition.
Most Recent Customer Reviews
Frugalnomics provides a current approach to the ever changing sales environment. Great read with immediate results for me.Published 11 months ago by Charles Trauger
This is a great marketing guidebook for creating powerful value messaging with step-by-step on ROI creation. Expert advise in an easy, conversational format.Published 14 months ago by S. Laughlin