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You’re measured on different outcomes—but your success depends on the same buyer decisions. This is where you find the programs and proof built for your goals.
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When teams rely on opinions, content gets noisy and inconsistent. Our resources are grounded in buyer evidence—so you can sharpen decisions, messaging, and execution.
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Many sellers assume that since a buyer has done some research, they’re already confident in the problem they’re trying to solve. So, these sellers approach discovery from a solution-fit frame of mind—asking a few light questions to surface identified needs, and then introducing a product to match those needs. This is by far the most popular approach, but is it the most effective?
Behavioral science research shows that to win more business with existing customers, you must take an entirely different approach than with new prospects. Learn how to influence the customers you already have to stay and buy more.
Research shows that solution-minded sellers are 30 percent less effective than those who take a problem-minded approach to discovery. Are your sellers making this mistake in their discovery calls? Find out how to improve their approach in this on-demand webinar.
Two out of three buyers prefer digital sales interactions. Are you meeting them where they want to be? Learn more about how to transition your sellers from field to screen in this on-demand webinar.
Whether it was due to a service failure, supply chain challenges, or they were lured away by a better price; your formerly loyal customer decided to leave. Learn a winning, science-backed messaging framework you can use to influence past customers to return.
We asked, sales leaders answered. See the results of the 2023 Benchmarking Study conducted by Emblaze and Dr. Leff Bonney at Florida State University Sales Institute.
Your field is competitive. Do you stand out or blend in? Learn what science says you should do to show your solution is the best option in this webinar replay.
Help a customer’s brain to detect the difference between you and a competitor.
Create assets that are perceived by customers as unique and valuable.
Use science-based techniques that enable customers to remember your value proposition, not your competition’s.
Supply chain disruptions, corresponding shortages, and the “great labor reshuffle” have led to an exceptionally arduous business environment. Learn a science-backed apology framework to positively influence customer goodwill and even increase their loyalty in the process.
Visual metaphors are power tools that can electrify business content, but are you utilizing them effectively in your sales presentations? Find out how to use (and not abuse) metaphors to impact your buyer’s attention, memory, and motivation to act.
Behavioral studies show a 180-degree difference between what motivates new prospects versus existing customers to buy. Get counterintuitive, science-backed skills and techniques to articulate your value and tailor your approach to match your buyer’s motivations in the moment.
Using metaphors can help your audience better understand and remember what is essential in your communication materials. But choosing the wrong metaphors can make your presentation bland and unmemorable. How do you choose the right kinds of metaphors and use them effectively?
