Closing the Customer Engagement Gap | Showing A Clear Case of ROI

Sixty-six percent of buyers say ROI is essential to the decision-making process, yet only 16 percent of sellers are able to make a clear case for ROI. Tom Pisello, the ROI Guy, shares practical tips on how to close the customer engagement gap, the importance of discovery and alignment, and tips for closing the biggest gap, showing a clear case of ROI. Listen in for the specific methods, techniques, tools, mindset, and skillset that you need to engage with today's evolved buyers.

About our Guest:

<a href="https://www.linkedin.com/in/tompisello/">Tom Pisello</a> is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. He founded Interpose in 1993 and sold it to Gartner in 1998. At Gartner, Tom served as Managing VP and was instrumental in Gartner’s software becoming the industry standard for TCO and ROI assessment. After leaving Gartner, Tom launched and developed several innovative companies including Full Armor, Connotate Technologies, DigitalOwl, OurBeginning.com, and Puerta-Bella.com. During this time, he gained substantial start-up experience in IT management, security, big data, and e-commerce. Tom holds a BS degree in Electrical Engineering from the State University of New York at Buffalo and a “mini-MBA” from Rollins College in Florida. Tom currently lives in Winter Park, a small college town located just north of Orlando, Florida, with his two teenage daughters.