Timothy Riesterer's Blog, page 3

Marketing Needs Science, Not Surveys

Marketers typically depend on "best practices" and surveys, not science, to set their B2B marketing strategy. Here are four ways to start using scientific research and data to inform your plans.

Do the Hard Sales Conversations

Selling is never easy, but some conversations are definitely harder than others. Use these three research-backed frameworks to tackle some of the hardest sales conversations.

The post Do the Hard Sales Conversations appeared first on Corporate Visions.

How Do You Get Sellers to Use Marketing Content?

It’s an ailment that afflicts even the best revenue teams: Marketing creates content for sales, but sellers don’t use it. Over the years, there have been countless theories about why this happens. Is the content misaligned with sellers’ needs? Is marketing’s message fundamentally flawed? The rallying cry of “sales and marketing alignment” still reverberates as […]

The post How Do You Get Sellers to Use Marketing Content? appeared first on Corporate Visions.

3 Science-Backed Techniques to Hold Your Audience’s Attention on Zoom

Grab and hold your audience’s attention and during virtual meetings with these techniques based on neuroscience research.

The post 3 Science-Backed Techniques to Hold Your Audience’s Attention on Zoom appeared first on Corporate Visions.

Should You Whiteboard in a Virtual Sales Meeting?

PowerPoint or whiteboard? Which presentation method should you choose? This article covers the pros and cons of whiteboarding vs. PowerPoint presentations, based on findings from several scientific research studies.

The post Should You Whiteboard in a Virtual Sales Meeting? appeared first on Corporate Visions.

How to Make a Hybrid Sales Approach Work for You

Research-backed ways to improve your chances of maintaining a successful hybrid sales approach now, and in the future.

The post How to Make a Hybrid Sales Approach Work for You appeared first on Corporate Visions.

Customer Success: The Unsung Hero in Your Commercial Conversations

Your customer success managers' proximity to the customer gives them the unique ability to identify strategic needs and opportunities before anyone else in the business.

The post Customer Success: The Unsung Hero in Your Commercial Conversations appeared first on Corporate Visions.

Create Urgency and Action in High Velocity Sales Using Decision Science

High-velocity sales conversations require a distinct set of persuasive selling techniques that facilitate faster, more favorable buying decisions. Here are four scientifically tested tips to disrupt your prospect’s Status Quo Bias and predispose them to choose your solution.

The post Create Urgency and Action in High Velocity Sales Using Decision Science appeared first on Corporate Visions.

Make Your 2022 Kickoff the G.O.A.T. (Greatest of All Time)

Regardless of the physical or virtual setting for your 2022 sales kickoff, this is your chance to make a huge impact on how your commercial teams market, sell, and engage with your customers in 2022 and beyond.

The post Make Your 2022 Kickoff the G.O.A.T. (Greatest of All Time) appeared first on Corporate Visions.

How to Create a Unique Value Proposition in a Crowded Market

In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition?

The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions.