Do your salespeople lack confidence, or just not know what to say when meeting with executive decision-makers? If yes, you’re certainly not alone. In fact in a recent survey, only 39% said they were confident in their ability to build a meaningful business case to justify a decision. This is a crisis of confidence AND competence, leading you to stalled deals, poor close rates, and momentum loss! Join Jim Druckrey, former CEO at multiple companies and current Leader of the…
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Join us at SAMA’s exclusive Next Practice Symposium, where we’re officially launching our new book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Customers, featuring these can’t-miss speakers: Dr. Nick Lee, Professor of Marketing at Warwick Business School – Expert in social psychology and cognitive neuroscience researcher, specializing in decision-making science.ilil Erik Peterson, CEO of Corporate Visions – Co-author and keynote speaker who’s trained thousands of sales teams in some of the most prestigious companies around the world. Tim…
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One of the biggest problems with business content is that customers forget 90% of what you share after two days. And the typical goal for creating a message and sharing it with a customer is to influence their behavior in some way. But how can they act on your message if they only remember a tenth of it? How do you even know which tenth they’ll remember? Join this session to discover strategies for transforming yourself and your message into something worth noticing and remembering.…
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Almost two-thirds of companies see no need to differentiate their sales message between customer acquisition versus customer expansion. But new research proves that the buying psychology in these two situations is 180 degrees different. To win more deals from both new and existing customers, you need to enable your team with science-backed sales messages and data-driven insights. In this webinar with HG Insights’ Justin Kitagawa and Corporate Visions’ Tim Riesterer, you’ll go beyond so-called “best practices” and learn how to:…
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Want an inside look at the science behind our new book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Customers? Join us on March 6th for an exclusive book launch event, hosted by the Institute for Excellence in Sales. You’ll get to dive into the original research behind The Expansion Sale with co-authors Tim Riesterer and Erik Peterson, where they’ll share proven strategies for: Renewing your customers Communicating price increases Convincing your customers to expand Regaining their trust after a service failure Meet…
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Analysts estimate that existing customers now account for 70-80 percent of company revenue and profits. Yet, very little purposeful effort has been aimed at customer expansion as a growth engine. In fact, nearly two-thirds of B2B organizations don’t see any need to differentiate their customer expansion messaging from customer acquisition messaging. They simply use the same approach, regardless of customer relationship. But new research proves that the buying psychology in renewal and expansion conversations is 180 degrees different than in…
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Conventional wisdom says that if you want to sell to an executive, you need to sound like an executive— which means approaching with a known business need and showing ROI results from other similar companies. The problem is, this “best practice” approach isn’t working. New research shows that it DECREASES the likelihood that you’ll win executive meetings. And executives themselves say they aren’t hearing the information they want and need from most salespeople. So, what’s the most effective way to…
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When you’re not meeting face-to-face, your presence is reduced to a thumbnail on a web conference. And your sales deck—the one designed to be the backdrop for an in-person conversation—becomes the focus of attention. To make matters worse, you’re competing with a highly distracting on-screen environment. To cut through the noise and win, your presentation visuals need to hook your audience, keep them engaged, and deliver a highly memorable message that inspires decisive action. Is your PowerPoint up to the…
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Most companies put less than 20 percent of their marketing budgets toward existing customer marketing activities. Instead of tailoring messages and engagement for existing customers, they rely on a one-size-fits-all approaches to drive demand, regardless of whether it’s a prospect or a customer on the other end. But this approach is proven to backfire. Research shows that using an acquisition-focused message with your existing customers puts those relationships at risk, reducing the chances of winning key renewals and upsells by…
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As recent events have shown, scheduling your training and enablement to follow a yearly plan won’t help you address the most critical business challenges when they arise. Responding to urgent needs and strategic initiatives requires you to quickly adjust and align your company around the right story and the right skills to tell that story. Learning at this level requires flexible, responsive training and enablement content that you can deploy in days or weeks, not months or years. In this…
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You use algorithms to research prospects, qualify leads, and in some cases, even write and edit your content for you. But how much automation is too much? In this webinar hosted by CMSWire, Jill Grozalsky, Product Marketing Director at Sitecore, and Dr. Carmen Simon, Cognitive Neuroscientist and Chief Science Officer at Corporate Visions, will explore the balance between human and machine when engaging your customers. You’ll discover how to: Move from human vs. machine to human and machine Appeal to the human brain in an…
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When it comes to email personalization, data and facts seem to be in short supply. But not on this webinar. Join two self-proclaimed sales nerds—Jeremey Donovan, SVP of Sales Strategy and Operations at SalesLoft, and Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions—to get some much-needed science that’s proven to improve your email personalization. You’ll get evidence-based answers for questions like: What kind of messaging works (and what doesn’t) during a pandemic? How do different personal pronouns impact…
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When your prospect becomes a customer, they buy into your value promise. But if newly acquired customers don’t realize that value fast enough, they’ll be less likely to stay and grow with your solution down the line. This is a critical moment in the customer lifecycle, considering that 70-80 percent of company revenue and profits hinge on customer renewals and upsells. To close the value promise gap, you need to improve the transition from Sales to Customer Success, tailor your…
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The only reason you create marketing materials is to influence your buyers’ decisions in some way. But influence is really a function of memory. After all, your buyers will make decisions based on what they remember. And you can’t hope to influence those decisions if your messages and content aren’t memorable. So how do you create memorable marketing? In this webinar with cognitive neuroscientist and Chief Science Officer Dr. Carmen Simon, you’ll see the results of our most recent research…
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With the current uncertain economic environment, every sales team is under pressure. Business leaders must revisit and recommit to their sales training strategies to ensure their sellers have the necessary skills to succeed with buyers in digital and remote settings. Join this interactive webinar, with guest speaker Mary Shea, Principal Analyst at Forrester, and featuring prominent sales training leaders from Corporate Visions, Sandler Training, and ValueSelling Associates, to learn how to arm your sales team for success today and in the future.…
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70-80% of the average company’s revenue and growth comes from existing customers. Yet, most companies apply far more diligence and budget to new logo acquisition, leaving customer expansion as merely an afterthought. Meanwhile, actually winning new business is now more difficult since many companies have tightened their budgets. Will you hit your number this year if you’re putting all your effort toward acquiring new logos? In this webinar with Tim Riesterer, Chief Strategy Officer at Corporate Visions, and Josh Horstmann,…
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