Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
ROI Return on Investment Buying with Frugalnomics with Tom Pisello #265
Our guest is Tom Pisello. Chief Evangelist at Mediafly. Tom, also known as the ROI Guy, is a successful serial entrepreneur, popular speaker and author. He develops new practices to best communicate and quantify business value to ever more financially-focused, frugal buyers. Tom‘s latest book is The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More and we talk at length on the importance of focusing on return on investment buying.
Cold as Ice Buyers
According to Tom, the length of the sales cycle is increasing. Organizations struggle with purchasing. The internet provides so many options for buyers that it’s hard to choose. He calls these buyers cold as ice. The solution is to focus on ROI in the buyers universe. The path Tom takes is Frugalnomics. He believes frugality has everything to do with your sales conversations.
Frugalnomics Focus
- Reduce legacy costs and cost avoidance
- Improve productivity of your people by streamlining processes
- Reduce risk and many levels: security, downtime, compliance, etc.
- Grow revenue and scale growth
How To Find Tom Pisello
Sales Presentation Tips
Listen to past episodes on how to give a terrific sales demo today.
- Seven Stories Every Salesperson Must Tell with Mike Adams #251
- Sales Jokes That Don’t Fall Flat with Jon Selig #195
- Speaking Skills Win Sales with Mark Gai #125
- Educate While You Negotiate with Jeanette Nyden #85
- How to PRESENT a terrific sales presentation
- Acting For Sales with Julie Hansen #69
- How To Use Improv When Selling with Sean Kelley #66
- How To Sell a Fine Dining Experience with Tony DeSalvo #62
- SB032 – How Sellers are the Plucky Sidekick an Interview with Aprille Janes
- SB021 | Powerful Presentations and Demos that Persuade