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: