Webcast Recap: Becoming a Sales “Triple Threat”


Pipeline, proposals, profits—those are the three “Triple Threat” skills areas your salespeople must excel in if you want to drive growth. To create pipeline, your reps need to defeat the status quo bias and differentiate your solutions. To deliver business proposals that pass muster with executives, you need to link your business value to your prospect’s initiatives in a way that’s CXO-relevant. And to close more profitable deals, your reps must have the skills to protect your pricing and expand the size of your deals.

In this webcast, Tim Riesterer outlines each skill area, and explores how a competency-based training model can help your team articulate the value proposition in the three critical moments where you need to make an impact to win.

Tim Riesterer

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.