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September 19, 2017 @ 8:00 am - 10:00 am PDT
Matching Your Message to the Moment
Challenging the buyer is an effective “outsider” approach for new customer acquisition. But how well does it hold up when you’re the insider and trying to retain your customers and generate growth-driving account value? And what about creating the urgency for your buyers to change now by demonstrating your business impact—what’s the most effective message for that?
For selling situations this important, you can’t afford to rely on hunches and “good feelings” to dictate your customer conversations—especially not when there’s research that sheds light on how to operate best in these key moments.
At this event, Tim Riesterer, co-author of The Three Value Conversations, looks at what it takes to tell the most effective stories throughout the customer lifecycle. You’ll discover tested and proven messaging frameworks—supported by original academic research—to help you:
- Why Change? Defeat status quo bias and differentiate your solutions
- Why Now? Demonstrate the business impact of your solutions to create the urgency to change
- Why Stay? Secure a higher rate of customer renewals
- Why Pay? Convince existing customers to pay more for your solutions
Who Should Attend
Directors and VPs of Sales, Sales Enablement, Products, Marketing, Demand Generation, Training, Learning, and Development.