Showing posts from October, 2015

Surviving Frugalnomics - the Top Five Articles for Fall 2015


From a Business Case to a Case for Change

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional Business Case - long a staple of value selling - may be losing it’s luster in driving sales success.
Why? According to Cheik Daddah, Vice President North America Value Consulting for Oracle, it’s because the Traditional Business Case is too inside-out (vendor-centric), focused too much on the solution and what it can do. Most are overloaded with too many numbers that clients have difficulty connecting with. 
And this opinion was shared by many other experts, as we discussed key challenges and best practices in a first of its kind gathering of two-dozen value consulting practice leaders.
A Traditional Business Case typically tallies the costs, benefits and risks of a proposed solution. By design, it provides numbers and metrics to convince clients you are investment worthy. Discounted cash flow, ROI, payback, NPV, and IRR are typically calculated and presented to deliver financial justifica…

What do Aristotle and Neuroscience have to do with B2B Sales and Marketing?

Today's B2B buyer is more in-control, cautious and economic-focused - delaying purchase decisions and demanding steep discounts.  In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value in order to effectively communicate and quantify the buyer s challenges and the value of proposed solutions. However, the passage from product to value has not been an easy one for most. What if you had a roadmap to guide you on this difficult journey? The Frugalnomics Survival Guide is designed to help you navigate from pitching products to marketing and selling with value, fueling your expedition, highlighting the best path, and illuminating the dangers so you can survive the journey.

And most importantly, you will learn what Aristotle and Neuroscience have to do with better b2b sales and marketing! Checkout this video from the author, the "ROI Guy": Tom Pisello -