Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon).

Some Key Points of This Discussion

• Why Tom focuses on ROI.
• Why we need to build and quantify value.
• The power of Discovery assessments in building the business case for change.
• Walking into customer interactions with a hypothesis of their potential problems.
• Aspects of "The Challenger" sales and how to implement it effectively.
• The power of Socratic dialogue to help customers become more aware
• Closing for a Discovery meeting vs a Product Demo
• How slowing down early in the sales process actually speeds up the whole sales process
• How sellers must help customers to buy
• How there are still positive opportunities in this difficult market
• How Mediafly helps companies to guide customers, turbocharge presentations and produce business cases to be more effective.
• Why pain is a stronger motivator than gain.

Check more about Tom’s company and latest book Evolved Selling and the Mediafly solution for presentations.