Future-Proof Selling Communicating and Quantifying Value with Tom Pisello, the ROI guy
Sep 7, 2020
31:16
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.