How to Achieve Sales Targets: The sales story you should be telling to ignite change (and the tools to make it happen)

By Tom Pisello | June 18, 2019

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AchieveBlog-image1-750x750 Today’s uber-connected buyer might seem to be holding all of the cards, but perception isn’t reality. While buyers are empowered to navigate most of the journey without a sales presence, they often get lost. The complex purchasing journey brings more of everything – information about your competitors, messaging, leverage and solution options. It also brings more stakeholders – most at executive levels – and more financial scrutiny over each dollar being spent. When sellers finally get a seat at the table to meet buyers where they are, the story they tell matters. And that story must help buyers justify the economic investment in your product, service or solution.

Why? These empowered buyers are also frugal and risk-averse buyers, who fear making the wrong decision. The consequence of which is often the worst case scenario: they choose to “do nothing.” Research shows the need for financial justification in enterprise purchase decisions is critical (Corporate Visions). Did you know…

Tom “The ROI Guy” Pisello is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He joined the Mediafly team in 2018 through the acquisition of the company he founded and led, Alinean Inc. In his role as Mediafly’s Chief Evangelist, Tom is responsible for developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. He also leads Mediafly’s Advisory Services group in helping companies evolve their selling practices from transactional to value-led. Outside of the office, he is the proud father of two daughters.

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