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Persuading People: Art or Science?
As we well know, persuading people isn’t about a charming personality or having some indefinable, mysterious power. A recent article in the Wall Street Journal, “The Science Behind Persuading...
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“Conversations that Win the Complex Sale” ranked #12 on bestsellers of 2012
“Conversations that Win the Complex Sale” is ranked #12 on a list of the 25 800-CEO-READ Bestsellers of 2012. Congratulations to co-authors, Erik Peterson, Senior Vice President of Strategic...
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Corporate Visions continued record growth in 2012
The Corporate Visions team wrapped up another great year filled with milestones and accomplishments. We continued our record of revenue growth for a fifth consecutive year, with a 31 percent increase...
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Why your salespeople don't hit quota
Do you know the number one reason your salespeople don’t hit quota? According to analyst firm SiriusDecisions, it’s because they don’t know how to articulate value. This means making your number...
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How to Win the Three Great Conversations
Analyst firm SiriusDecisions recently asked hundreds of sales managers at B2B companies: What’s the #1 reason your salespeople don’t hit quota? Lack of leads? Broken sales process? Wrong products? Lack...
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Want a better “best and final” price? Then start high.
Do your customers really know what your solution is worth? How does your initial price proposal affect your customer’s subsequent purchase decisions, and how do they perceive your “best and final”...
View ArticleA different kind of conference
We’ve been to far too many conferences. You probably have too. You know the ones. Events packed with vendors trying to drag you into their booths with promises of prizes. Conferences that promise...
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Learn from experience (in this case, someone else’s)
Imagine a room filled with salespeople and marketers struggling to differentiate their companies and products in a commoditized market, and four seasoned veterans who have all (or most of) the answers....
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A conversation with Jim Ford, EVP, commercial operations at TestAmerica
We were excited to speak with Jim Ford, EVP, commercial operations at TestAmerica, the leader in environmental testing, who will be presenting at our annual Marketing & Sales Alignment Conference...
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Is Your “Check Insights” Light On?
What would a “check insights” light say about the data and information you’re using in early sales conversations? If you’re losing early-stage opportunities, or having trouble getting them past the...
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Is “The 57 Percent Stat” an Urban Legend?
B2B professionals have fallen hook, line and sinker for the widely circulated stat saying buyers are at least 57 percent of the way through the buying cycle by the time they engage a sales rep. A...
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Not All Insights Are Created Equal—Here’s Why
Insights. It’s one of those rare industry buzzwords that may actually be worthy of the enormous hype it’s generated.There’s no question we’re seeing a wave of companies embrace the provocative selling...
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Prospect Theory…And How It Can Transform Your Executive Conversations
All of your road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home when an announcement came from the customer service desk: The flight...
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You Lost Me At Hello: How To Engage Better With the C-Suite
Forget, “You had me at hello.” When engaging executives, ‘hello’ is where you lose them. During the opening minutes of conversation, executives decide whether or not to continue listening. In other...
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Why The Election Polls Were So Wrong…and What It Has To Do With Your Sales...
Disclaimer: This is not a political post nor an opinion piece on any candidate or the election. Watch this short video. Fact: Up to election day, a host of prominent polls had Hillary Clinton leading,...
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A Framework for Winning Renewal Messaging? Research Says Yes.
Provocative messaging works wonders…except when it doesn’t. Among the exceptional scenarios, it turns out, are renewals—a selling situation where marketers and sales pros need to have a compelling...
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What’s In a Winning ‘Why Stay’ Story?
A provocative message is marketing gold when you’re trying to acquire new customers with a great “why change” story. Research proves it. But it’s a very different story when you apply that same...
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There’s an Unlimited Demand for Free
What is it with customers always asking for more? Sure, you might make a point of offering various end-of-quarter, end-of-year incentives to induce them to buy, but everyone does that and even that...
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Why Pay? How Are Companies Framing Price Increases With Customers?
As a precursor to our next academic study around messaging for price increases, we surveyed the market to find out how well they think they’re doing in this area. The findings of that survey are...
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When Challenging Your Customer Backfires
Whether you call it “provoking” or “challenging” the customer, the insights-led sales approach so popular today isn’t effective when you’re trying to renew a customer or get them to pay more for your...
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