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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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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?
Challenging your prospects is a highly effective approach when you’re trying to convince them to do something different than what they’re doing today. But how do you convince your customers to stick with you and pay more without tarnishing the relationship?
Does the renewal message get overlooked amid all the hype around net new customer acquisition? What kind of customer retention messaging are B2B companies using to deliver on one of the most important aspects of ABM: winning more renewal business?
Most companies believe that buyers are more than halfway through the buying journey by the time they engage a seller. But what kind of changes are they making to their demand generation and sales content because of that belief? And is their content on both sides of the lead handoff making the pipeline impact they need?
Aggressive messaging approaches are all the rage right now, especially when you’re the “outsider” looking to disrupt your prospect’s status quo. But what about when you are the status quo? What’s the most effective messaging approach for that situation—when your story isn’t “Why Change,” but “Why Stay?”
In this report from 2016 (yes, you read that right), you’ll take a look back at some of the biggest training challenges facing companies in pre-COVID times. Among them, you’ll see that 56% of companies said their biggest concern was taking reps out of the field.
There’s a long-held perception that executives are strictly rational decision-makers, relying on analytical thinking and mathematical calculations to guide their decisions. But new research shows that executives are no less influenced by emotions than anyone else.
The Picture Superiority Effect says that stories accompanied by visuals get remembered significantly better than stories told with words or text alone—that’s been established. What hasn’t been established until now is which type of presentation allows marketers and sellers to maximize the impact of this phenomenon.
Learn about the results of a study where Corporate Visions contracted with a social psychologist to better understand the behavioral and emotional impact of risk and resolution in insights-based messages.
To maximize message effectiveness, should you ask questions before delivering an insight, or after? The traditional diagnose-then-prescribe approach most often taught today may not be all it’s cracked up to be when it comes to giving you the persuasive impact you need to unhinge the status quo.
