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.
Some Sales teams have dumped PPTs and moved to whiteboard-based presentations. This has improved customer presentations, providing more personalization of the content, and more emotional connection to the messaging.
However, Whiteboards are passé and present significant challenges to delivering expected sales success.