The answers to these important questions are front and center in the new book, Evolved Selling: Optimizing Sales Enablement in the Age of Frugalnomics by the ROI Guy and Chief Evangelist of sales enablement firm Mediafly – Tom Pisello. A follow on to his popular Frugalnomics Survival Guide, this new book by Tom provides a roadmap for sales teams, value consultants and content marketers. According to Gartner, 94 percent of enterprise buying teams have abandoned a buying effort with no decision.
Much of the challenge comes from buyers being as “Cold as ICE,” meaning that buyers are more:
According to Tom, “Buyers are overwhelmed by information when trying to make an informed purchase decision. As such, buyers expect vendors, not to pitch their products and regurgitate information they could have found easily on their own, but facilitate their decision making process and engage with unique insights, customized presentations and assessments. It’s a change to the conversation, addressing each buyers specific needs and desired outcomes”.
This is where the Evolved Selling book comes in. It simply and effectively guides you through a Sales Transformation Journey through the 4 I’s of Evolved Selling:
Evolved Selling provides an in-depth analysis into each of the 4 I’s to help fuel conversations, improve win rates, increase deal size and accelerate sales cycles. As an ex-Gartner analyst, Tom loaded Evolved Selling with rich research, poignant insights and frank advice to show the proper way forward in your transformation journey. Despite that rich content, Tom found a way to make the book an easy read, and a practical guide. Over 200 full color illustrations, worksheets and checklists, create a roadmap to improve your customer engagements and deal success. If you are a business to business sales exec, sales enablement pro, content marketer or value consultant, you need to get your hands on this book. Evolved Selling: Optimizing Sales Enablement in the Age of Frugalnomics is available now on Amazon.