With today's more empowered, skeptical and frugal buyer, a condition we call Frugalnomics, it is imperative that sales and marketing evolve from pitching product pitches to communicating and quantifying value and ROI. This blog is dedicated to bringing value to every customer conversation, discussing next practices in value messaging, tools and training for B2B marketing and sales. The Frugalnomics Survival Guide book is available at: http://FrugalnomicsSurvivalGuide.com.
Forrester has recently adjusted estimates on IT sales growth, and the latest predictions point to a steeper than initially predicted decline of -3.1% in 2009. This environment is expected to make IT sales more difficult than ever according to Selling Power. How to fight back? Says Forrester vice president Andrew Bartels, "Vendors should get prepared by investing in research and development and focus on building the proof points, case studies, and success stories about how their technology solutions have helped businesses."