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.
As the economy stalls, why is value so important, and what
should you be doing now to avoid
In this exclusive “Lets Get Real” interview, Tom Pisello,
CEO of Alinean talks to Nancy Nardin of Smart Selling Tools, to reveal the
latest research, practices and tools to drive value selling and marketing
Click here to learn more >>>
By Dan Sixsmith & Tom Pisello Promotional Content simply doesn't work. We ignore it and become amazing filters of any content that is trying to sell us something" - Michael Brenner, NewsCred If promotional content really does not work, then why do 93% of marketers connect their content directly to a product or service? (The Economist) To be fair, marketers are under pressure to produce massive amounts of content, which needs to support a more complex selling environment, and engage buyers across a growing number of channels. With 71% of buyers disconnecting because of product centric content, what are marketers to do? (The Economist) With Valentine's Day just around the corner, the answer may be to follow your HEART: Help, Don't Sell: Content shouldn't be about your company and products, but about the buyer and their challenges. In fact, 75% of executives who actively seek content are researching a business idea (Economist). They need Help--not a sales pitch. Enga…