Evolved Selling: Optimizing Sales Enablement in the Age of Frugalnomics

by Tom Pisello

Today’s B2B buyer is challenged with a more complex buying journey, with more stakeholders, lengthening decision cycles, and no decisions. In order to help buyers navigate this journey, sellers and marketers are evolving from pitch to purpose, providing the right content, tools and intelligence to better communicate and quantify business value outcomes and drive faster purchase decisions. However, the evolution is not without survival challenges. What if you had a roadmap to guide you on this difficult journey? This book on Evolved Selling is designed to help you navigate from pitch to purpose, highlighting the best path, and illuminating the dangers so you can survive the process, stronger and better. With this guide you will be able to reshape your content marketing and sales conversations to inspire buying cycles, drive quicker decisions, improve win rates and deal size. You’ll have the opportunity to learn directly from leading analysts and the success and pitfalls of those who have already completed the passage ADP, Splunk, and Workday. The definitive guide on how to use your unique value, content and customer intelligence to engage and sell better.

269 pages, Paperback

Published May 27, 2019

Reviews

[Glenn Schmelzle · Rating 4 out of 5]

This book is great for companies with a dedicated sales function. It would also help if the thing they sell is sufficiently complicated. This book helps persuade leaders in those environments to invest in sales tools, such as interactive guides, TCO and ROI calculators and content that can be customized for each account.

Tom spotlights many companies who've had success with this approach. The insights he got being an industry analyst helped him detect the problems he repeatedly saw with sellers (like too much PowerPoint!). His charts, especially in the appendix, deserve a deliberate look.