tom-pisello-b2b-sales-podcast

Communicating and Quantifying Value with Tom Pisello

Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author with expertise 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.

Check more about Tom’s company and latest book Evolved Selling and the Mediafly solution for presentations.

communicating-quantifying-value-tom-pisello
apple-podcasts-subscribe
youtube-subscribe

Key Points of our Discussion

  • Why Tom focuses on ROI
  • Why it’s critical 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 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

Share the Knowledge

LinkedIn
Facebook
Twitter
podcast-host

Your Host

Steven Norman

Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.

Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.

Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service

Services

ABOUT steven

Welcome to my passion project!

Having been through more than a hundred quarters as a sales professional and tech sales leader – believe me I have felt all of the highs, lows and pressures.
  • 20+ years in senior management within the technology space
  • Managed high performance sales teams in enterprise markets across the Asia Pacific
  • Responsible for over US$4 billion in sales
Trusted consultant to some of the world’s leading enterprise tech companies, and exciting SaaS startups.
Services
about-steven

Steven Norman

“Optimise your sales structure to set yourself and your team up for long-term success in this high intensity and challenging market.”

Get In Touch with Steve

Name(Required)
growth-acumen-logo
Linkedin Facebook Instagram Twitter
© 2024 Growth Acumen. All Rights Reserved.