Today’s B2B buyer is more in-control, cautious and economic-focused—

This has made it difficult to connect and engage, delaying purchase decisions and driving steep discounts. In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value.
Effectively communicating and quantifying the value of proposed solutions is key to success, however, the passage from product to value has not been an easy one for most.

What if you had a roadmap to guide you on this difficult journey?

The Frugalnomics Survival Guide is designed to help you navigate from product to value, fueling your expedition, highlighting the best path, and illuminating the dangers so you can survive the journey.

This guide you will help you to Fight Frugalnomics® by reshaping your content marketing, sales enablement and customer conversations to get buyer attention, motivate interest, drive quicker decisions and reduce discounting. You’ll have the opportunity to learn directly from leading analysts at SiriusDecisions and IDC, and learn from the success and pitfalls of those who have already completed the passage including: ADP, Splunk, Workday and Shoretel.

The definitive guide on using your unique value to market better, stand out and sell more.

  • Gain Buyer Attention

    Break through the noise and short attention spans to better connect, engage and nurture prospects
  • Accelerate Sales Cycles

    Gain consensus from buying committees and facilitate the buyer’s journey to reduce the trend towards purchase decisions taking longer
  • Motivate Customers from Status Quo

    Help ignite purchase decisions, providing the emotional and rational justification to make your proposal a priority.
  • Reduce Discounting

    Get buyers to realize your value versus focus on purchasing at the lowest price.

Tom Pisello is the CEO / Founder of Alinean and well known as "the ROI Guy" through his popular blog and articles. Alinean creates value messaging, tools and training to empower sales and marketing to "deliver value to every customer conversation." Prior to creating Alinean in 2001, Tom created and launched several other software companies, and was a Managing VP at Gartner, pioneering their ROI / TCO tools offerings.

The Frugalnomics Survival Guide® blog

Looking to stay informed? Get up to date insights from the ROI Guy, Tom Pisello, at the Frugalnomics Survival Guide blog.
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