Roadmap for how B2B marketing and sales can use unique value to market better, stand out & sell more

Alinean releases new book: The Frugalnomics Survival Guide

On Tuesday we announced the release of a new B2B sales and marketing best practices book by CEO / founder Tom Pisello: The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More.

The book release is occurring at SiriusDecisions Summit 2015, an annual gathering of 3,000 sales and marketing executives in Nashville, TN.

The Frugalnomics Survival Guide is a best practices roadmap, designed for B2B marketing, sales leadership, and enablement professionals, to help transition customer conversations and engagements from product pitches to selling with value.

“Today's B2B buyer is more empowered, skeptical and frugal – more often than not sticking with status-quo, delaying purchase decisions and demanding steep discounts if and when they buy – a condition we call Frugalnomics”, according to Tom Pisello, author and CEO / founder of Alinean. “Because of these changed business conditions, you have to better communicate and quantify your unique value to each prospect, so we designed this book to provide a specific roadmap, proven methodology and practical tools to help B2B sales and marketing professionals do just that.”

The Frugalnomics Survival Guide is designed to help B2B solution providers reshape their content marketing, sales enablement strategies and customer conversations to get buyer attention, motivate buying desire, drive quicker decisions and reduce discounting.

“Our research at SiriusDecisions clearly shows that the number one barrier to reps achieving quota is the inability to articulate clear and relevant value messaging and quantification to buyers”, says Jim Ninvagg, Practice Director for Sales Enablement for SiriusDecisions. “In The Frugalnomics Survival Guide, Tom Pisello lays out a step-by-step guide to enabling your salespeople and marketers to articulate your unique value, and most importantly, connect with each individual's unique "point of value".

The 160 page book includes step by step guides, diagrams and worksheets on how to improve sales and marketing to meet the challenges of Frugalnomics, research insights and advice from industry analysts with experience at SiriusDecisions and IDC, as well as lessons learned from sales and marketing leaders from ADP, Adaptive Insights and Shoretel.

“In The Frugalnomics Survival Guide we reveal powerful methodologies and techniques, combining Aristotle’s art of persuasion with the latest neuroscience of decision making”, says Tom Pisello. “The strategy and techniques are proven to help marketers and sellers gain buyer attention, motivate and accelerate “No Decision” to “Yes”, and improve deal size.”

Tom Pisello will conduct exclusive book signings and giveaways throughout the SiriusDecisions Summit 2015, in the Marketplace at booth 612.

 The Frugalnomics Survival Guide is a must read for any sales and marketing leader looking to transform their sales organizations from being product-centric to solution-centric”, adds Jim Ninivaggi.

The book was published by Alinean Press, and is available from Amazon:


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