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MARKETING AND SALES TRAINING PROGRAMS coaching. Coaching is the most critical, yet most inconsistently practiced and supported, factor in sales success. Changing sellers’ behaviors in the field requires a relentless focus on application, practice, coaching, and reinforcement—all built around the way they learn. TAKE THE LEAD. BEST SALES TECHNIQUES: 10 SURPRISING, SCIENCE-BACKED The study demonstrated the impact of Loss Aversion, a behavioral concept important to Prospect Theory.Pioneered by social psychologists Amos Tversky and Daniel Kahneman, Prospect Theory states that humans are two to three times more likely to make a decision or take a risk to avoid a loss than to do the same to achieve a gain. HOW TO MAKE VIRTUAL SALES MEETINGS MORE ENGAGING AND MEMORABLE Keep your 10% message simple and clear. If you ask your audience to remember too much, they may get the gist of what you’re talking about, but the memory won’t be precise enough to recall your message later on. 2. Focus Their Attention. There’s a popular myth that
people have a
VALUE PROPOSITION IN SALES: 3 STEPS TO BUILD A POWERFUL SVP To create a sales value proposition that sits in your Value Wedge, you need to: 1. Identify Previously Unconsidered Needs. Show your prospects a previously unconsidered, undervalued, or unmet need that’s relevant to them and puts their status quo in jeopardy. Revealing this inconsistency in their current model, in a way that’sdifferent
SALES STRATEGY: 10 WAYS TO CREATE THE BEST AND MOST 5. Don’t Rely on Buyer Personas in Your Sales Strategy. Customer profiles and buyer personas sound good in theory. The idea is to collect common demographic attributes, attitudes, and behaviors of your target audience to help frame and target your messages. WHY YOU, WHY NOW: SALES QUESTIONS YOU MUST ANSWER TO WINSEE MORE ON CORPORATEVISIONS.COM VIRTUAL SELLING: 3 SCIENCE-BACKED TECHNIQUES FOR VIRTUAL 3 Research-Backed Techniques for Virtual Selling. 1. Provide Value from the First Minute. It’s never been more important to start a meeting by delivering value. If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure tocause eye-rolling,
DR. CARMEN SIMON: KEYNOTE SPEAKER & AUTHOR Dr. Carmen Simon, Ph.D., is a Silicon Valley entrepreneur, cognitive neuroscientist, and renowned keynote speaker for sales and marketing audiences.Carmen offers a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore―using the latest in SELLING TO THE C-SUITE: A PROVEN 5-STEP FORMULA TO CLOSE A Proven Formula for Selling to the C-Suite. 1. Highlight External Factors. External Factors are out of the control of your C-level decision-maker. They might be regulatory changes, tariffs, interest rates, geopolitics, oil prices, technology changes, and so on. It’s literally what keeps executives awake at night (but please, don’tever ask
POWER MESSAGING TRAINING EVERY BUYING DECISION COMES DOWN TO TWO QUESTIONS POWER MESSAGING TRAINING Business Challenge Your%salespeople%need%greatearly%stage,%execu3ve5 MARKETING AND SALES TRAINING PROGRAMS coaching. Coaching is the most critical, yet most inconsistently practiced and supported, factor in sales success. Changing sellers’ behaviors in the field requires a relentless focus on application, practice, coaching, and reinforcement—all built around the way they learn. TAKE THE LEAD. BEST SALES TECHNIQUES: 10 SURPRISING, SCIENCE-BACKED The study demonstrated the impact of Loss Aversion, a behavioral concept important to Prospect Theory.Pioneered by social psychologists Amos Tversky and Daniel Kahneman, Prospect Theory states that humans are two to three times more likely to make a decision or take a risk to avoid a loss than to do the same to achieve a gain. HOW TO MAKE VIRTUAL SALES MEETINGS MORE ENGAGING AND MEMORABLE Keep your 10% message simple and clear. If you ask your audience to remember too much, they may get the gist of what you’re talking about, but the memory won’t be precise enough to recall your message later on. 2. Focus Their Attention. There’s a popular myth thatpeople have a
VALUE PROPOSITION IN SALES: 3 STEPS TO BUILD A POWERFUL SVP To create a sales value proposition that sits in your Value Wedge, you need to: 1. Identify Previously Unconsidered Needs. Show your prospects a previously unconsidered, undervalued, or unmet need that’s relevant to them and puts their status quo in jeopardy. Revealing this inconsistency in their current model, in a way that’sdifferent
SALES STRATEGY: 10 WAYS TO CREATE THE BEST AND MOST 5. Don’t Rely on Buyer Personas in Your Sales Strategy. Customer profiles and buyer personas sound good in theory. The idea is to collect common demographic attributes, attitudes, and behaviors of your target audience to help frame and target your messages. WHY YOU, WHY NOW: SALES QUESTIONS YOU MUST ANSWER TO WINSEE MORE ON CORPORATEVISIONS.COM VIRTUAL SELLING: 3 SCIENCE-BACKED TECHNIQUES FOR VIRTUAL 3 Research-Backed Techniques for Virtual Selling. 1. Provide Value from the First Minute. It’s never been more important to start a meeting by delivering value. If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure tocause eye-rolling,
DR. CARMEN SIMON: KEYNOTE SPEAKER & AUTHOR Dr. Carmen Simon, Ph.D., is a Silicon Valley entrepreneur, cognitive neuroscientist, and renowned keynote speaker for sales and marketing audiences.Carmen offers a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore―using the latest in SELLING TO THE C-SUITE: A PROVEN 5-STEP FORMULA TO CLOSE A Proven Formula for Selling to the C-Suite. 1. Highlight External Factors. External Factors are out of the control of your C-level decision-maker. They might be regulatory changes, tariffs, interest rates, geopolitics, oil prices, technology changes, and so on. It’s literally what keeps executives awake at night (but please, don’tever ask
POWER MESSAGING TRAINING EVERY BUYING DECISION COMES DOWN TO TWO QUESTIONS POWER MESSAGING TRAINING Business Challenge Your%salespeople%need%greatearly%stage,%execu3ve5 MARKETING AND SALES TRAINING & CONSULTING SOLUTIONS marketing and sales training and consulting solutions for B2B organizations. Great customer conversations are the sum of the right story and the skills to tell that story the right way. But you can’t rely on so-called “best practices” or a single silver bullet solution for every conversation. You need situationally relevantmessages
SALES STRATEGY: 10 WAYS TO CREATE THE BEST AND MOST 5. Don’t Rely on Buyer Personas in Your Sales Strategy. Customer profiles and buyer personas sound good in theory. The idea is to collect common demographic attributes, attitudes, and behaviors of your target audience to help frame and target your messages. WHY YOU, WHY NOW: SALES QUESTIONS YOU MUST ANSWER TO WIN Additionally, the winning condition appears to provide the biggest edge in the two most important areas for the purposes of this study: 1) importance to future success and growth, for which it provides a four percent edge; and 2) likelihood of making a purchase decision right now, for which companies stand to gain a nine percent advantage. SALES RENEWAL STRATEGY ESSENTIAL ELEMENTS FOR SUCCESS Sales Renewal Strategy Using the “Why Stay” Message. In a sales conversation, a great “Why Change” story is all about disruption. It sets the scene in your prospect’s world, then hammers away on the status quo, casting it as a dark and dangerous place where they can’t achieve their business goals. It’s EXECUTIVE CONVERSATIONS Executive Conversations. When you’re sitting across from a CXO, you only get one shot to pique their interest. If you don’t come to the table with enough knowledge and insight, they’ll shut you down without a second thought, and you won’t get another opportunity. EXPAND VALUE SALES SKILLS TRAINING: KEEP AND GROW CUSTOMERS Using the same messages in both situations makes your customers 10-16 percent more likely to shop around. With Expand Value™ training from Corporate Visions, you’ll equip your team with research-backed messages and skills to defend your incumbent position from competitors, strengthen the relationship, and win more renewal,upsell, cross
MARKETING STORIES: 3 SCIENCE-BACKED WAYS TO TELL A 1. balance storytelling elements. As a storyteller, you have three elements at your disposal to increase engagement and enhance memorability: Perceptive Elements appeal to the senses, like touch, taste, and smell. Using both words and pictures to describe the sensory experience helps your audience more fully engage with yourstory.
EXECUTIVE SALES CONVERSATIONS: A 20-MINUTE CHEAT SHEET Executives give reps an 'F' when it comes to their ability to hold executive sales conversations. Cheat your way to an 'A' with this 20-minute cheat sheet. DETERMINING THE MOST EFFECTIVE UPSELL MESSAGE New research conducted with Dr. Nick Lee, a Professor at the Warwick Business School, takes aim at the key upsell-related question your customers are asking: “Why Evolve?”. This report covers the results of that study, revealing the optimal message framework for succeeding in this critical conversation. DECISIONLABS: NEW B2B RESEARCH FIRM WILL GET INSIDE YOUR New Research Firm, DecisionLabs, is First Ever to Conduct Behavioral, Brain, and Field Testing Studies on B2B Buyer Interactions. Experiments will include industry research on key topics, technology stack studies to maximize effectiveness, and company-specific testing as a service. B2B companies just got their own dedicated research firmthat
MARKETING AND SALES TRAINING PROGRAMS coaching. Coaching is the most critical, yet most inconsistently practiced and supported, factor in sales success. Changing sellers’ behaviors in the field requires a relentless focus on application, practice, coaching, and reinforcement—all built around the way they learn. TAKE THE LEAD. HOW TO MAKE VIRTUAL SALES MEETINGS MORE ENGAGING AND MEMORABLE Keep your 10% message simple and clear. If you ask your audience to remember too much, they may get the gist of what you’re talking about, but the memory won’t be precise enough to recall your message later on. 2. Focus Their Attention. There’s a popular myth that people have a shorter attention span than 25 years ago. DR. CARMEN SIMON: KEYNOTE SPEAKER & AUTHOR Dr. Carmen Simon, Ph.D., is a Silicon Valley entrepreneur, cognitive neuroscientist, and renowned keynote speaker for sales and marketing audiences.Carmen offers a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore―using the latest in VIRTUAL SELLING: 3 SCIENCE-BACKED TECHNIQUES FOR VIRTUAL 3 Research-Backed Techniques for Virtual Selling. 1. Provide Value from the First Minute. It’s never been more important to start a meeting by delivering value. If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure tocause eye-rolling,
EXECUTIVE CONVERSATIONS Executive Conversations. When you’re sitting across from a CXO, you only get one shot to pique their interest. If you don’t come to the table with enough knowledge and insight, they’ll shut you down without a second thought, and you won’t get another opportunity. E-BOOK: WINNING THE FOUR VALUE CONVERSATIONS IN SALES In this e-book, you’ll discover the science-backed techniques you need to win your most critical sales conversations. You’ll learn how to: Create Value™ – build more pipeline. Elevate Value™ – close more deals. Capture Value™ – maximize your profitability.Expand Value™ –
HOW "ROOM QUALITY" IMPACTS VIRTUAL TRAINING EFFECTIVENESS Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around. EFFECTIVE MESSAGE FOR UPSELLING EXISTING CUSTOMERS PLEASANTON, Calif., April 17, 2018 – In collaboration with Dr. Nick Lee, a professor at the Warwick Business School, Corporate Visions has published a new study revealing a tested and proven messaging framework for delivering the most effective upsell message to existingcustomers.
POWER MESSAGING TRAINING EVERY BUYING DECISION COMES DOWN TO TWO QUESTIONS POWER MESSAGING TRAINING Business Challenge Your%salespeople%need%greatearly%stage,%execu3ve5GOT YOUR DOWN?
Got Your UPSELL STORY Down? 87% of B2B pros believe upselling customers is critical to revenue success and customer retention But 60% are concerned their companies MARKETING AND SALES TRAINING PROGRAMS coaching. Coaching is the most critical, yet most inconsistently practiced and supported, factor in sales success. Changing sellers’ behaviors in the field requires a relentless focus on application, practice, coaching, and reinforcement—all built around the way they learn. TAKE THE LEAD. HOW TO MAKE VIRTUAL SALES MEETINGS MORE ENGAGING AND MEMORABLE Keep your 10% message simple and clear. If you ask your audience to remember too much, they may get the gist of what you’re talking about, but the memory won’t be precise enough to recall your message later on. 2. Focus Their Attention. There’s a popular myth that people have a shorter attention span than 25 years ago. DR. CARMEN SIMON: KEYNOTE SPEAKER & AUTHOR Dr. Carmen Simon, Ph.D., is a Silicon Valley entrepreneur, cognitive neuroscientist, and renowned keynote speaker for sales and marketing audiences.Carmen offers a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore―using the latest in VIRTUAL SELLING: 3 SCIENCE-BACKED TECHNIQUES FOR VIRTUAL 3 Research-Backed Techniques for Virtual Selling. 1. Provide Value from the First Minute. It’s never been more important to start a meeting by delivering value. If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure tocause eye-rolling,
EXECUTIVE CONVERSATIONS Executive Conversations. When you’re sitting across from a CXO, you only get one shot to pique their interest. If you don’t come to the table with enough knowledge and insight, they’ll shut you down without a second thought, and you won’t get another opportunity. E-BOOK: WINNING THE FOUR VALUE CONVERSATIONS IN SALES In this e-book, you’ll discover the science-backed techniques you need to win your most critical sales conversations. You’ll learn how to: Create Value™ – build more pipeline. Elevate Value™ – close more deals. Capture Value™ – maximize your profitability.Expand Value™ –
HOW "ROOM QUALITY" IMPACTS VIRTUAL TRAINING EFFECTIVENESS Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around. EFFECTIVE MESSAGE FOR UPSELLING EXISTING CUSTOMERS PLEASANTON, Calif., April 17, 2018 – In collaboration with Dr. Nick Lee, a professor at the Warwick Business School, Corporate Visions has published a new study revealing a tested and proven messaging framework for delivering the most effective upsell message to existingcustomers.
POWER MESSAGING TRAINING EVERY BUYING DECISION COMES DOWN TO TWO QUESTIONS POWER MESSAGING TRAINING Business Challenge Your%salespeople%need%greatearly%stage,%execu3ve5GOT YOUR DOWN?
Got Your UPSELL STORY Down? 87% of B2B pros believe upselling customers is critical to revenue success and customer retention But 60% are concerned their companies VALUE PROPOSITION IN SALES: 3 STEPS TO BUILD A POWERFUL SVP To create a sales value proposition that sits in your Value Wedge, you need to: 1. Identify Previously Unconsidered Needs. Show your prospects a previously unconsidered, undervalued, or unmet need that’s relevant to them and puts their status quo in jeopardy. Revealing this inconsistency in their current model, in a way that’sdifferent
VIRTUAL SELLING: 3 SCIENCE-BACKED TECHNIQUES FOR VIRTUAL 3 Research-Backed Techniques for Virtual Selling. 1. Provide Value from the First Minute. It’s never been more important to start a meeting by delivering value. If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure tocause eye-rolling,
WHY YOU, WHY NOW: SALES QUESTIONS YOU MUST ANSWER TO WIN Additionally, the winning condition appears to provide the biggest edge in the two most important areas for the purposes of this study: 1) importance to future success and growth, for which it provides a four percent edge; and 2) likelihood of making a purchase decision right now, for which companies stand to gain a nine percent advantage. EXPAND VALUE SALES SKILLS TRAINING: KEEP AND GROW CUSTOMERS Using the same messages in both situations makes your customers 10-16 percent more likely to shop around. With Expand Value™ training from Corporate Visions, you’ll equip your team with research-backed messages and skills to defend your incumbent position from competitors, strengthen the relationship, and win more renewal,upsell, cross
SELLING TO THE C-SUITE: A PROVEN 5-STEP FORMULA TO CLOSE A Proven Formula for Selling to the C-Suite. 1. Highlight External Factors. External Factors are out of the control of your C-level decision-maker. They might be regulatory changes, tariffs, interest rates, geopolitics, oil prices, technology changes, and so on. It’s literally what keeps executives awake at night (but please, don’tever ask
MARKETING STORIES: 3 SCIENCE-BACKED WAYS TO TELL A 1. balance storytelling elements. As a storyteller, you have three elements at your disposal to increase engagement and enhance memorability: Perceptive Elements appeal to the senses, like touch, taste, and smell. Using both words and pictures to describe the sensory experience helps your audience more fully engage with yourstory.
SALES RENEWAL STRATEGY ESSENTIAL ELEMENTS FOR SUCCESS Sales Renewal Strategy Using the “Why Stay” Message. In a sales conversation, a great “Why Change” story is all about disruption. It sets the scene in your prospect’s world, then hammers away on the status quo, casting it as a dark and dangerous place where they can’t achieve their business goals. It’s MASTERING REMOTE SELLING: VIRTUAL SALES TRAINING PROGRAM Deliver Virtual Sales Presentations That Customers Remember. If you’re selling today, you’re selling online. But many sales reps have realized that selling in a UPSELLING TECHNIQUES: STRATEGIES TO SELL MORE TO YOUR B2B The Winning “Why Evolve” Upselling Technique. The research we did with the International Journal of Sales Transformation and Dr. Lee reveal that the most effective upsell message is based on the following framework: Documenting results. Highlighting evolvingpressures.
DECISIONLABS: NEW B2B RESEARCH FIRM WILL GET INSIDE YOUR New Research Firm, DecisionLabs, is First Ever to Conduct Behavioral, Brain, and Field Testing Studies on B2B Buyer Interactions. Experiments will include industry research on key topics, technology stack studies to maximize effectiveness, and company-specific testing as a service. B2B companies just got their own dedicated research firmthat
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SCIENCE-BACKED MARKETING AND SALES TRAINING AND CONSULTINGWINNING OR LOSING
COMES DOWN TO ONE THING:ARTICULATING VALUE
IN YOUR CUSTOMER CONVERSATIONSGET STARTED
THAT'S WHERE
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Your audience will forget 90 percent of your message within 48 hours. By applying evidence-based techniques to the content assets you create, you’ll ensure your message is memorable and actionable in the future, where decisions happen. CREATE GREAT CONTENTSKILLS
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