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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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It seems well-intentioned and inherently logical: show your prospects you understand their world by positioning yourself as a member of their pack. But is that really how buyers hear the word “we” in these types of conversations? Will you create more opportunitites or increase the possibility of a sale?
This study, conducted with Dr. Nick Lee, a professor at the Warwick Business School, tests a range of approaches, all with an eye to answering one key question: How do you become more compelling and memorable when you’re not in the same room as your prospects or customers?
This 2017 study, conducted with Dr. Nick Lee, a professor at the Warwick Business School, tests a range of approaches, all with an eye to answering one key question: How do you become more compelling and memorable when you’re not in the same room as your prospects or customers?
Throw it back with us to a 2018 webinar replay for a look at how sales leaders were thinking and talking about virtual sales before virtually everyone was doing it! At the time, there were many opinions, but not much research—until this moment.
What’s the most effective message in the upsell situation, when you need to convince existing customers to migrate to higher-value solutions or services? Watch this on-demand webinar to see the research that addresses how to tell a persuasive story when upsell opportunities are on the line.
How do you sell more to an existing customer, when you need to convince them to migrate or upgrade to higher-value solutions and services—either in the event of a significant upsell opportunity or due to a material change in a base product?
How do you sell more to an existing customer? What kind of message works best for the traditional upsell or solution upgrade conversation, when you need to convince customers to migrate to higher-value solutions and services? See the optimal message framework for succeeding in this critical conversation.
In this on-demand webinar, Tim Riesterer, Chief Strategy Officer at Emblaze and co-author of The Expansion Sale, and Professor Nick Lee of Warwick Business School, explore academic research that reveals a scientificallly-tested messaging framework for telling the most effective Why Now story.
Stalled proposals and lost deals are a value communication problem, often stemming from an inability to get executive-level buyers to make purchase decisions now. What kind of sales message is most effective when you need to create enough urgency and show enough business impact to justify a decision now?
Proposals that stall out or end in no decision are a major threat to your pipeline and ultimately your success. This is a case for the “Why Now” moment—when you need to create enough urgency in your business proposals to get executive buyers to act promptly.
This research report looks at how marketing and sales emphasize and invest in the various stages of the customer lifecycle, and what those choices mean when it comes to messaging effectively throughout the life of your accounts.
Challenging the buyer is the right story when you’re trying to acquire new business. But when you’re trying to keep your customers and get them to pay more for your solutions? Not so much. How can you communicate price increases without disrupting customer relationships?
