Timothy Riesterer's Blog, page 4

10 Surprisingly Effective Sales Techniques, Backed by Research

These 20 selling tips and techniques are proven to help you in all areas of your sales strategy, including prospecting, communicating value, creating urgency, closing the sale, and expanding with existing customers.

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How to Measure Results that Decision Makers Care About

Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.

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How to Measure Results that Decision-Makers Care About

Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.

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Make it Easy for Buyers to Choose Your Solution

More than ever, your prospects and customers rely on digital content to learn, form opinions, and decide whether your solution will help them meet their business goals. But if the goal is to create content that persuades buyers to choose your solution, why doesn’t most content drive decisions the way it should?

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The Four Forever Changes Transforming B2B Sales Enablement

You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future.

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Six Themes to Make Your 2022 Sales Kickoff the Best Yet

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.

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Six Themes to Make Your 2021 Sales Kickoff the Best Yet

Use these sales kickoff themes to prepare your team for the new ways of selling in 2021. Go ahead; ask the question. “How are we going to move our 2021 sales kickoff online?” Past kickoff conversations focused on event space, food, entertainment, travel, and hotel arrangements. This year you’re probably thinking about hosting and video conferencing […]

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How to Tell Remarkable Marketing Stories That Drive Action

Everyone recognizes the value of storytelling in business. But most marketing stories don’t move the audience to make buying decisions. Here are three science-backed ways to make your marketing stories more engaging, memorable, and persuasive.

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Marketing Visuals: Can Your Audience See the Difference?

Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see?

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Defeat Your Prospect’s Status Quo with Unconsidered Needs

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all.

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