Skip to content
CHECK OUT OUR MOST RECENT CONTENT CLICK HERE
Report: The Neuroscience of Digital Content
test text
E-book: How to Make Virtual Sales Calls Engaging and Memorable
E-book: Win the Moment with Situational Sales Enablement
E-book: Marketing for Buying Decisions
Interactive E-book: The Expansion Sale
See All Content
Close
Corporate Visions
  • Approach
    • Acquisition vs Expansion
    • Customer Deciding Journey
    • Situational Enablement
    • Research Methodology
  • Solutions
    • Messages
    • Content
    • Sales Skills
      • Create Value
      • Elevate Value
      • Capture Value
      • Expand Value
    • Marketing Skills
    • Coaching
    • Remote Selling
  • Customers
  • About
    • Leadership
    • Community
    • Careers
    • News
  • Resources
    • Resource Library
    • Blog
    • Books
    • Speakers
      • Dr. Carmen Simon
      • Tim Riesterer
    • Events
  • Contact
Menu Close
  • Approach
    • Acquisition vs Expansion
    • Customer Deciding Journey
    • Situational Enablement
    • Research Methodology
  • Solutions
    • Messages
    • Content
    • Sales Skills
      • Create Value
      • Elevate Value
      • Capture Value
      • Expand Value
    • Marketing Skills
    • Coaching
    • Remote Selling
  • Customers
  • About
    • Leadership
    • Community
    • Careers
    • News
  • Resources
    • Resource Library
    • Blog
    • Books
    • Speakers
      • Dr. Carmen Simon
      • Tim Riesterer
    • Events
  • Contact

Blog

sales kickoff meeting themes Link Icon
defeat the status quo by introducing unconsidered needs Link Icon
Link Icon
how to improve virtual sales meetings Link Icon
three ways to tell marketing stories Link Icon

Home / Blog

Select a Topic
Search
Articles Sales Renewal Strategy Using the “Why Stay” Message In a sales conversation, a great "Why Change” story is all about disruption. It sets the scene in your prospect’s world, then hammers away on the status quo, casting it as a dark and dangerous place where they can’t achieve their business goals. It’s like the ocean in Jaws. Things might be nice and refreshing at first, but disruption is… August 15, 2017 | Pete Fulford
Articles When Not To Challenge Your Customer The call for B2B marketers and salespeople to always be challenging and disrupting the customer is a great piece of advice when you’re trying to acquire new business. But it’s actually very bad advice when you’re trying to keep your customers and convince them to pay more. In fact, disrupting your customer during a renewal or price increase discussion is… June 30, 2017 | Tim Riesterer
Articles Does Your Message Match the Moment? You might have heard some variation of the idea that salespeople need to be fluent across the many different moments they face in their sales conversations. The same sentiment gets applied to marketers much, much less—but it shouldn’t be. Because that type of fluency is just as critical for those who develop the stories as it is for those who… June 15, 2017 | Tim Riesterer
Articles When Challenging Your Customer Backfires Whether you call it “provoking” or “challenging” the customer, the insights-led sales approach so popular today isn’t effective when you’re trying to renew a customer or get them to pay more for your solution. In fact, for those conversations, that disruptive-minded approach could drive good customers right into the arms of your competition. That’s according to two recent academic studies—one on… April 21, 2017 | Tim Riesterer
Articles Why Pay? How Are Companies Framing Price Increases With Customers? As a precursor to our next academic study around messaging for price increases, we surveyed the market to find out how well they think they’re doing in this area. The findings of that survey are explored below. “I need you to pay more.” No matter how you spin it, communicating a price increase message to your customers is tricky business,… April 5, 2017 | Tim Riesterer
Articles What’s In a Winning ‘Why Stay’ Story? A provocative message is marketing gold when you’re trying to acquire new customers with a great “Why Change” story. Research proves it. But it’s a very different story when you apply that same approach to renewal conversations or your “Why Stay” message. A Corporate Visions study I wrote about recently revealed that the provocative messaging approaches so in vogue today… March 4, 2017 | Tim Riesterer
Articles Prospect Theory… And How It Can Transform Your Executive Conversations All of your road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home when an announcement came from the customer service desk: The flight was overbooked. The airline was looking for a volunteer to give up their seat and take a later flight home, in exchange for a $500… January 4, 2017 | Tim Riesterer
Previous 1 … 8 9 10

Explore All Topics

Buyer Psychology
Customer Acquisition
Customer Expansion
Executive Conversations
Memorable Marketing
Messaging
Personalization
Remote Selling
Sales Enablement
Sales Kickoffs
Situational Enablement
Virtual Training
start having conversations that win

Let's connect and explore how you can change your customer conversations and improve your results.

Let's Talk
  • (HQ) 5455 Kietzke Lane, Reno, NV 89511
  • (UK) Albany House, 14 Shute End, Wokingham, Berkshire, RG40 1BJ

  • Opens in a new tab
  • Opens in a new tab
  • Opens in a new tab
  • Opens in a new tab
  • Contact Us
  • Acquisition VS Expansion
  • Customer Deciding Journey
  • Situational Enablement
  • Research Methodology
  • Resources
  • Sales Skills
  • Marketing Skills
  • Remote Selling
  • Messages
  • Content
  • Blog
© 2021 Corporate Visions, Inc. All rights reserved. Privacy Policy | Terms & Conditions
Search for:
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt out if you wish. settingsACCEPT
Privacy & Cookies Policy

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary
Always Enabled

Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.

Non-necessary

Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.

SAVE & ACCEPT