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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

5.0 out of 5 stars 9 customer reviews

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Editorial Reviews

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.

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Product Details

  • Paperback: 180 pages
  • Publisher: Alinean Press; 1 edition (April 24, 2015)
  • Language: English
  • ISBN-10: 0692350926
  • ISBN-13: 978-0692350928
  • Product Dimensions: 8.5 x 0.4 x 8.5 inches
  • Shipping Weight: 12.6 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #1,007,121 in Books (See Top 100 in Books)

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Top Customer Reviews

Format: Paperback
The concepts and methods in this book have immediate appeal and value to B2B sales reps and marketing professionals. It is an approach to selling that represents the high degree of professionalism and the kind of buyer-seller relationship to which professional B2B sales people aspire.

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.
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Format: Paperback
As a business professor and investor, I found “The Frugalnomics Survival Guide” useful in many different ways. Unlike so many business books, this was an interesting and easy read. Good graphics and clear examples reinforce the points of the text. I also like how even though the chapters are linear and build on each other, you can skip around to focus on what you really want to learn. Personally, I found the section on the importance of continuing sales training really hit the mark. Sales isn’t a personality trait – it is a skill that needs to be developed and refined. The discussion on value sales training alone is worth the price the book.
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Format: Paperback
At the International Institute of IT Economics we have observed the trend toward multi-tier levels of sign off needed on lower and lower size deals. The challenge to sales is to have an effective argument that addresses each level of the chain of command. We know of many occasions where the value proposition stalled when it was presented at the next level. This book provides a road map that enables the value proposition to adjust to different "value beholders". It also takes the blue sky observations of the research and advisory consultancies and turns them into practical tools for the sales and marketing practitioner.

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.
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Format: Paperback
Today’s B2B customers are bombarded with bad content and sales pitches. They’re tired of hearing about how great you think you are. Instead, they want hard proof that your products or services will deliver the results that they need.

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.
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Format: Paperback
The Frugalnomics Survival Guide is a great read for a broad base of stakeholders including sales, marketing, c-suite and entrepreneurs. Whether you are selling enterprise software or you’re a small business owner, the concepts shared within this book are actionable and will produce results.
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