Timothy Riesterer's Blog

2025’s Must-Have Discovery Skill: “De-Escalating Commitment”

Traditional discovery methods frustrate today’s well-informed buyers, who’ve already invested time in identifying solutions. Sellers must adapt by de-escalating commitment, guiding buyers forward without retracing steps, to stay competitive in 2025.

Elevate Your LinkedIn Profile with AI

If your profile looks like a last-minute project, you’re not giving buyers the best first impression. Find out how to use AI to highlight your background, expertise, and credibility.

The Best KPIs for Win-Loss Analysis and Voice of the Customer Programs

Metrics found easily in win-loss and voice of the customer programs can show how you're tracking to your KPIs on overall business goals, operational efficiency, and the success of specific projects.

Think Beyond NPS: Why Common Customer Experience Scores Fall Short

Companies often assume that NPS and customer satisfaction scores equal renewal intention, but that's not what customer data says. While a customer might provide a high score, it doesn't guarantee that they're achieving their desired results.

Who Benefits from Win-Loss Analysis? Valuable Insights for Every Team

Win-loss is often regarded as a marketing initiative, but its influence extends far beyond. Find out how every department, from the C-suite to delivery, can harness the valuable insights gained from win-loss analysis.

who benefits from win-loss analysis? gain valuable insights for every team

Win-loss is often regarded as a marketing initiative, but its influence extends far beyond. Find out how every department, from the C-suite to delivery, can harness the valuable insights gained from win-loss analysis.

Push vs. Pull: Transform Your Sales Kickoff from Obligation to Opportunity

Instead of pushing content, empower sellers to pull value from your sales kickoff. Use growth plays, buyer feedback, and digital selling skills to drive revenue growth.

Strategic Sales Kickoff Themes and Ideas: Driving Sales Team Success in 2024

If the past couple of years have taught us anything, it's that sales organizations need to remain flexible and responsive if they hope to stay ahead. Sales kickoffs about generic training and product certification sessions aren't going to help your salespeople get better results in 2022.

Insight Selling: Everybody’s Doing Insight Sales…Or Are They?

Insight selling is sharing relevant and interesting information with a buyer as part of your sales process. Learn how you can use insight sales to sell more effectively.

Everybody’s Doing Insight Sales…Or Are They?

Insight selling is sharing relevant and interesting information with a buyer as part of your sales process. Learn how you can use insight sales to sell more effectively.