Podcast appearances and mentions of tim riesterer

Sales teams keep losing deals not because of product—it's how they frame value. Messaging expert Tim Riesterer shares research-backed insights on how today's B2B buyers make decisions, and how CEOs can guide their teams to win more by reducing risk and aligning with real buying behavior.Connect with Tim Riestererhttps://www.linkedin.com/in/tim-riesterer/Learn more about Tim's Podcast, The Emblazers Show here https://www.emblazegrowth.com/podcastConnect with Alice Heimanhttps://www.linkedin.com/in/aliceheiman/https://www.linkedin.com/company/alice-heiman-llc/

Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I've been reflecting on the superb guests I've had on the show. I thought I'd select a handful of soundbites from this year's podcast episodes to share with you. This isn't a comprehensive list - there have been so many standout moments - but these clips include tips, advice, or insights that stayed with me. I've shared 10 soundbites that I hope you find as useful or insightful as I did. Stick around until the end to hear a clip from one of the most popular episodes and one that I received the most positive feedback from listeners! You can also read more about each of these guests by visiting this episode's page on my website here: https://www.accountmanagementskills.com/top-10-tips-insights-from-the-podcast-in-2024-with-jenny-plant These episodes are mentioned: 1. Episode 125: Dan Pfister, "How to Win Back Clients for Exceptional ROI" 2. Episode 120 & 121: Carey Evans & Simon Rhind-Tutt, “What Your Client Don't Tell You” 3. Episode 116: Jack Skeels, "Why Agencies Need to Rethink Project Management" 4. Episode 117: Tim Williams, "Why Time-Based Pricing Doesn't Work" 5. Episode 114: Gareth Healey, "Stand Out or Die" 6. Episode 115: Tim Riesterer, “Why selling to client and prospects is different" 7. Episode 109: Michael Farmer, "Why the Agency Business Model Isn't Working" 8. Episode 91: Sharon Toerek, "How Agencies Are Navigating the Legalities of AI Use" 9. Episode 111: Alison Coward, "How a Workshop Culture Builds High-Performing 10. Episode 105: Benjamin Dennehy & Marcus Cauchi, "How to Sell" If you'd like to be kept up to date with who is coming on the podcast, the topics we're covering, receive tips about agency account management or to be notified about trainings I'm doing, you can sign up for my newsletter at my website: https://www.accountmanagementskills.com

In this episode of Leveraging Leadership, Host Emily Sander breaks down the book "The Expansion Sale" by Eric Peterson and Tim Riesterer. She explains the four must-win sales conversations—renewals, price increases, upsells, and apologies—and provides practical examples like how to highlight the cost of change, offer repair, and communicate evolving pressures. Emily also shares insights on timing and situational fluency in sales conversations.Links Mentioned:Book: The Expansion Sale Clarity Call with EmilyFree Resources:Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff ToolkitGet in touch with Emily:Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily Who Am I?If we haven't yet before - Hi

Welcome to episode 115. If you're in agency new business or account management and responsible for contract renewals and account expansion, you're in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale' (Four Must-Win Conversations to Keep and Grow Your Customers), joins me. Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies. We discussed data backed insight into: • the real reason prospects buy and how to change your approach to new business • why how you sell to prospects is not the way you should sell to existing clients • why overcoming the client's status quo bias is the key to unlocking client growth • why asking your client what problems they have just doesn't work • and so much more. I highly recommend following Tim on LinkedIn: https://www.linkedin.com/in/tim-riesterer or via the Corporate Visions website: http://www.corporatevisions.com/ and buying the book, ‘The Expansion Sale': https://win.corporatevisions.com/The-Expansion-Sale.html We talk about Tim's research and what overcoming a client's status quo bias means for agency account managers in my training. If you'd like to discuss account management training and all the options that we offer, then please go to my website and book a call. https://www.accountmanagementskills.com Or alternatively, you can send me a direct message on LinkedIn: https://www.linkedin.com/in/jennyplant

This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month.Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives. You'll hear their insights on:The digital transformation in SalesEnablement driven by intiativeThe role of AI in sales coachingThe critical role of customer feedbackThe evolution of sales discoveryPlease subscibe on Apple, Spotify or Google.

Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue:On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze.Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFPs and proposals to the evolution of the sales enablement function. He discusses the origins of sales enablement, its role in bridging marketing and sales, and its potential for strategic impact in the future. Tim also provides insights into the organizational hierarchy of enablement and its relationship to strategy, as well as the future of digital selling and the upcoming Digital Now Revenue Summit. Join us as we delve into the history, current landscape, and future possibilities of sales enablement with one of its foremost experts.Tim and Erich talk all things sales enablement, the evolution of the industry, the future of Revenue Enablement, and even share a few sips

Episode 64: ISE Season 3 #1: BSESWelcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home for the ISE Podcast and related resources for Sales Enablement #Orchestrators, including Sales Enablement Society history.It is the week of the seventh anniversary of the official signing of the SES into reality by the ~100 Fore-founders in Palm Beach, November of 2016. We begin ISE Season 3 with a focus on "Before the SES ...and how it almost didn't exist" with SPECIAL GUEST Sales Enablement Society Founding Father Scott Santucci himself.Was Sales *Enablement* the first choice, or were there a few left marked through on the Forrester whiteboard?What HEROic role did the four days of Scott and Brian Lambert's Forrester Sales Enablement Conferences play?Would the Sales Enablement Society have even become a thing if Jill Rowley didn't engage a cynical Scott in a Social Media challenge centered around Tiffani Bova, with a few extra nudges from across the pond thanks to Tamara Schenk?The significance of Lisa Pintner not just letting Scott sulk in a corner at the happy hour?How do you create a forum that fosters creative conflict and to challenge each other in a positive way?What was the role of vendors including Corporate Visions (@Jody Kavanaugh and Tim Riesterer,) SAVO Group (now part of Seismic) and @iCentera (Craig Nelson)?What came into reality of the intersections of Sheevaun Thatcher, CPC, Jill Guardia (she/her), and Daniel West introducing Scott to @Jim Ninivaggi?...with involvement of key players like Walter Pollard, Carol Sustala, Mike Kunkle, Lee Levitt)How long did it take Rahul Gupta to come up with the SES Lion brand marketing package...

Appealing to the emotional thinking of sellers, executives especially is PARAMOUNT. In today's episode of Centricity, our host Sean Doyle meets with Tim Riesterer to discuss how you can better optimize your sales and marketing teams to more efficiently meet the revenue goals you're trying to meet. How Executive Level Buyers Buy Oftentimes, executive-level buyers won't make a decision on whether or not to buy, or flat-out ghost a seller. Riesterer refers to this as the curse of no decision. Most of the reasons executives will give a seller for not buying are actually LIES. The real reason is: The seller didn't appeal to the executive's emotional thinking. Buyers ultimately make the decision to purchase something based on both logical AND emotional thinking. You HAVE to appeal to both to actually make the sale. Essentially, the process is broken into two steps. The first step is based on logic. The executive will give you reasons WHY they want to change or want their problem solved. But the actual decision to go THROUGH with this is purely emotional. What Executives Look For When sellers were asked to give themselves a rating on their performance, most times they gave themselves around a B. Buyers, however, gave these sellers an F rating. Not only do buyers need to be emotionally aroused, but they also need SOMETHING unique from you as a seller. One of the KEY things that buyers want to know is: What are their competition and others like them doing? Think about it, a seller knows your product incredibly well and has met with several different executives or buyers. Buyers, meanwhile, completely understand their problem but don't know what others like them are doing. They want to know this, however. Executives don't want you to listen to their issues, then repeat their problem back. They already intimately understand their problem. Instead, they want you to point out things that they DIDN'T know, based on what others like them don't know or are doing. One of the most POWERFUL tools in your arsenal as a seller is Voyeurism. When meeting with an executive, set benchmarks. Ask the exec how they think they stack up to others, then actually show them how they perform. Tell them how they can improve their performance. Data Insight Question Another POTENT tool in your arsenal as a seller is data insight questions or DIQ. The data in DIQ highlights the scope of the problem to your seller. Essentially, you're revealing the true extent of their problem and giving them a REASON to buy your product or service. After providing the data, you then offer insights. Offer some insights on WHY the data looks the way it is, or why things are the way they are. Finally, you ask the question. Ask them whether or not they're willing to try your product or service, and transfer ownership of the conversation to the buyer. This gets them INVESTED in the conversation. The Importance of Contrast Buyers come to sellers to address issues they have. However, one of the MAIN factors that determine whether or not a buyer will move through with a sale is: How much will they get out OF the sale? If they get marginally more, or the same, results as they currently are, they WON'T make the sale. You as a seller HAVE to show a noticeable contrast between the buyer's current state, and their state AFTER buying your product or service. If you want to learn more, or get in touch with Tim Riersterer, you can go to the website www.corporatevisions.com or www.b2bdecisionlabs.com. Tim also has a book, The Sales Expansion, available on Amazon.

As fans of the Challenger Sale methodology, we know that getting prospects to move off their status quo to make a change is paramount to winning a new deal.But as Tim Riesterer Chief Visionary for B2B Decision Labs (and self-professed “research nerd”) talks about in his new book The Expansion Sale, growth for a vast majority of companies comes in retention and expansion. Because most deals start out too small, underpriced, and overserviced, the question is how to keep and grow those customers when it comes to renewal time? (Oh, by the way, the price is going up.)In many ways, renewing isn't just renewing. And upselling isn't just upselling. It's all reselling.Therefore, challenging their status quo won't help you—you are the status quo, and you want to leverage that. And there's more commercial activities in that existing customer interaction and engagement that you need to be savvy about, such as:How to defend your position as the status quo biasTransitioning from the decider to the doer and setting up the business caseThe four must-win commercial moments of the client relationshipThe framework and content choreography for having the renewal conversationDocumenting mutual investment so they view change as a loss and view the new vendor as “risky business.”Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting. 

Join me and Tim Riesterer on the buying motives of the human brain.  This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence

You may be doing a lot of things right—but you'll never achieve consistent success unless you grasp the neuroscience behind why some of your tactics work better than others. Tim Riesterer is chief visionary at B2B Decision Labs, which draws from several behavioral sciences to pioneer ‘decision science.' The goal is simple: Understand how humans conceptualize risk, frame value, and make decisions—then leverage those insights in the wild. We sat down with Tim to understand what he means when he says “value only lives in contrast,” and how you can make your customers feel smart enough to realize that they're not responding to market trends intelligently.  In this episode, you learn:  How precise language can bypass peoples' risk-averse biology    How to avoid accidentally disrupting yourself (i.e., lean into the status quo bias)   Why Tim loathes focus groups and most ‘voice of the customer' research    How to sub out ‘Why Us' stories for ‘Why Change' stories  Plus, we dive into some of the many juicy contradictions of the human mind.  

Andy Crestodina, Tim Riesterer, Ashley Faus, Dave Kellogg, Cassidy Shield, Rand Fishkin, Ritesh Patel, Sean Griffey, Denise and Jim Franklin, Doug Kessler, Kait Creamer, and Melanie Deziel take down some of marketing's most accepted wisdom.

Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development. He also leads the company's consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Prior to joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until it was acquired by Corporate Visions in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems. Tim is co-author of Customer Message Management: Increasing Marketing's Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill), and The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers. Tim has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee. https://www.linkedin.com/in/tim-riesterer/ Welcome Justin Roff Marsh to the show as a SaasHole!! Justin is the Author of the Machine!! (Our Fave Ops Book!) Buy us a beer? https://www.patreon.com/SaasHoles Have an idea for a topic, or guest? Pete@saasholes.net Sign up for our Newsletter! https://lp.constantcontactpages.com/su/OrvwypJ/SaasHoles Links Used: https://en.wikipedia.org/wiki/Daniel_Kahneman Statistical significance - Wikipedia B2B Customer Research Rooted in Decision Science - B2B DecisionLabs Amazon.com: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (Audible Audio Edition): Erik Peterson, Tim Riesterer, Susan Marlowe, McGraw Hill-Ascent Audio: Books Website: http://www.corporatevisions.com/http://www.corporatevisions.com/ Book: http://www.conversationsthatwin.com/http://www.conversationsthatwin.com/ Twitter: TRiesterer --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Ben sits down with Tim Riesterer  to discuss the meaning behind O Come O Come Emanuel and what it means to live in the tension of the now and the not yet.

I heard about this book, The Expansion Sale: Four Must Win Conversations to Keep and Grow Your Customers, from Nick Mehta the CEO of Gainsight. Nick had tweeted about it when it came out in early 2020. It piqued my interested and when I read the description, I knew I had to read it. And there it sat. On my wish list for 18 months before I read it. When I finished, I knew that Helping Sells Radio nation needed to learn more about this book. On this episode, I talked to Tim Riesterer, chief strategy officer at Corporate Visions and co-author of The Expansion Sale. We all live in a world in which 70-80% of our revenue comes from existing customers. We should learn to spend more time and energy retaining and growing this revenue and The Expansion Sale is the way to learn that skill.More about Tim:His company, Corporate Visions: https://corporatevisions.comThe book: https://www.amazon.com/Expansion-Sale-Must-Win-Conversations-Customers-ebook/dp/B083FBFQ6M/ref=sr_1_1?keywords=the+expansion+sale&qid=1637363620&sr=8-1On Linkedin: https://www.linkedin.com/in/tim-riesterer/ Subscribe at helpingsells.substack.com

Tim Riesterer (@TRiesterer) helps companies develop, deploy and deliver customer conversations that win! Organizations work with Corporate Visions when they want to develop more compelling messages that break through the status quo and differentiate their organization from the competitors; deploy those messages in powerful self-service and sales-directed customer conversation tools that are more remarkable and memorable than everyone else's content; and finally, enable your salespeople to deliver this content with skills training for creating, elevating and capturing more value in your customer conversations.     Podcast Highlights: It's your job to make sense of the marketplace It's your job to make your message understandable and memorable It's your job to create and elevate value in your prospect's mind   Contact Tim: LinkedIn Website Free Resources

Rory Sutherland, Tim Riesterer, Dave Kellogg, David Cancel, Tamsen Webster, Tim Calkins, Philip Kotler, Suneet Bhatt, and Bob Kulhan share psychology-related insights from past episodes.

Better Customer Conversations with Tim Riesterer Tim Riesterer and Joe Lynch discuss better customer conversations. Tim is the Chief Strategy Officer at Corporate Visions, a company that helps other companies to improve their conversations with prospects and customers to win more business. About Tim Riesterer  Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve their conversations with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale. About Corporate Visions Corporate Visions is the leading provider of science-backed sales, marketing, and customer success training and consulting services. Global B2B companies work with Corporate Visions to articulate value and promote growth in three ways: Make Value Situational by distinguishing your commercial programs between customer acquisition, retention, and expansion. Make Value Specific by creating and delivering customer conversations that communicate concrete value, change behavior, and motivate buying decisions. Make Value Systematic by equipping your commercial engine to deliver consistent and persistent touches across the entire Customer Deciding Journey. Key Takeaways: Better Customer Conversations Tim Riesterer is the Chief Strategy Officer of Corporate Visions, the leading provider of science-backed sales, marketing, and customer success training and consulting services. In the podcast interview, Tim explains why better customer conversations leads to more sales with existing and new customers. Tim and the team at Corporate Visions help their clients to articulate value in their customer conversations in three ways: Make Value Situational by distinguishing between customer acquisition and customer expansion. Make Value Specific by aligning conversations with the Customer Deciding Journey. Make Value Systematic by unifying marketing, sales, and customer success to speak in one voice. I was so impressed with the insights in this article, I asked Tim to come on my podcast: 10 surprisingly effective sales techniques, backed by research. I have since learned that the Corporate Visions website is full of valuable advice for sales and marketing professionals. Learn More About Better Customer Conversations  Tim Riesterer LinkedIn Corporate Visions Book: The Expansion Sale E-book: Winning the Four Value Conversations E-book: Virtual is Vital The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Jason and Ben are joined by Tim Riesterer in discussing the importance of maintaining the fabric of prayer.

Understanding the psychology of buyers can help sellers transform their approach from showcasing products and features to selling change. And change is hard. In this episode, Tim Riesterer—Chief Strategy Officer at Corporate Visions—explain why success hinges on making change easier, and how salespeople can build trust with buyers by delivering value to move deals to the finish line.

There is a large amount of value in the way you articulate your sales messaging. Tim Riester joins the show to talk to us about the research on decision-making psychology and how it will elevate your customer conversations. Tim is the Chief Strategy Officer of Corporate Visions, who has studied the neuroscience and cognitive psychology behind how people make choices. In this episode, you'll learn how the science behind messages can help you successfully frame your strategies.Key Takeaways:06:37 - 08:00 Tips for A Sales Rep Trying to Empathize with the Customer08:02 - 09:15 Data Breakout: Creating Your Value with Powerful Messaging11:21 - 12:44 The Way You Approach A Prospect vs. Expanding an Existing Customer17:57 - 19:07 Measuring the Impact of Different Messaging Strategies27:55 - 28:07 Tim Describes Sales in One Word28:27 - 29:31 Micro Action: Rallying Your Sales Teams Around New InitiativesWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/

Tim shares his research team's findings on the psychology of B2B buyers. He also explains why selling to existing customers is the opposite of selling to new ones and debunks a few business myths.

Guest: Tim Riesterer is the CSO at Corporate Visions who helps companies develop, deploy and deliver customer conversations that win. Resources: Tim on LinkedIn CorporateVisions.com Book: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers The post More Revenue With Less Prospecting (Expanding Accounts) With Tim Riesterer | Sales Leadership Show appeared first on Salesman.org.

In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Tim Riesterer, chief strategy and marketing officer at Corporate Visions, Inc.That's in it for you1. How decision science works and why the approach is useful for B2B businesses2. How to become a trusted advisor by uncovering your customers unconsidered needs3. What the DIQ approach is and how to implement it 4. Why destroying the status-quo of your customer doesn't work for existing buyers5. How often should you take business reviews with your clients?About TimTim is the co-author of four books on the subject: "The Expansion Sale" (2020), "Three Value Conversations" (2015),  "Conversations that Win the Complex Sale" (2011) and “Customer Message Management” (2006). In 2018 he started to work for Corporate Visions as the leading provider of science-backed marketing and sales training programs and consulting services for B2B companies. Since 2019 he is also on the Editorial Advisory Board at International Journal of Sales Transformation.About Corporate VisionsCorporate Visions is a leading marketing and sales messaging, tools and training company that helps global B2B companies create more sales opportunities, win more deals and increase sales profitability by improving the conversations salespeople have with customers.ShownotesTim's Book "The Expansion Sale"Find Tim on LinkedIn or on TwitterFind Tim's Company Corporate Visions at corporatevisions.comFind Tim's research firm "B2B decisions Labs" at B2Bdecisionlabs.comThe book that was a turning point in Tim's Life: "Peace with God" by Billy GrahamTim's favourite business book: "7 Habits" by Stephen CoveyTim's recommendation for books on behavioural science: "Thinking, Fast and Slow" by Daniel KahnemanTim's recommendations for a more entertaining and commercial version of "Thinking, Fast and Slow": "The Undoing Project" by Michael

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Tim Riesterer “Best Of 2020”. Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product […] The post BESTOF2020: How To Up-Sell Your Current Customers (And Crush Your Sales Quota) With Tim Riesterer appeared first on Salesman.org.

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion Industry analysts report that up to 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance?  Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly.  They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/expansion-sale-tim-riesterer

Chief Strategy Officer, Corporate Visions Tim Riesterer is a thought leader, speaker, and author with more than 20 years of experience in marketing and sales management. His field-based research into the human brain reveals why we make choices, the value of curiosity, and how sellers can break through a one-size-fits-all approach to find meaning, reinforce value, and defeat the status quo.

In this episode we talk to Tim Glomb, VP of Content & Data at Cheetah Digital. If you like this episode, you'll probably also love... ...these past episodes: The 4 Moments You Must Win to Retain B2B Customers with Tim Riesterer 4 Ways to Manage Chaos in a Fast-Growing Start Up with Adam Goyette Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.

The Customer Deciding Journey, part two: Expand. Acquisition vs. Expansion are complete opposite messaging, and we must treat them as it. Tim Riesterer, ( https://www.linkedin.com/in/tim-riesterer/ ) author of The Sales Expansion ( https://corporatevisions.com/books/ ) , and Chief Strategy Officer of Corporate Visions ( https://corporatevisions.com/ ) is back! We dive into part two of our two-part series, the Expanding portion of the Customer Deciding Journey. The expanding portion's methodology is: "Keep them happy from the beginning to end." Tim walks us through his new book and why acquisition is not the only lifeblood of organizations. We learn if you give an existing customer the same messaging you would give to prospective customers; you can have them questioning if they should stay. Reinforce and remind them of the impact you have made by showcasing the value and demonstrating their ROI. Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the company’s consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Before joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until Corporate Visions acquired it in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems. Tim is co-author of Customer Message Management: Increasing Marketing’s Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), and The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill) and has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee. Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) , and keep learning in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ ) Read the full transcription here ( https://www.conquerlocal.com/podcast/customer-deciding-journey-part-2/ ).

Some call it the customer buying journey, or a sales cycle, but collectively, we are moving to the ideology of the Customer Deciding Journey. This week's guest is Tim Riesterer ( https://www.linkedin.com/in/tim-riesterer/ ) , author of The Sales Expansion ( https://corporatevisions.com/books/ ) , and Chief Strategy Officer of Corporate Visions ( https://corporatevisions.com/ ). In this two-part series, we will explore the first section of the Customer Deciding Journey: Create, Elevate, and Capture. This methodology revolves around presenting to the customer, " why should I change?" Creating the value gives the reason behind the change and develop that buying vision. Elevating value is explaining the rationale decision-making to that business outcome, so it is a rational choice. To Capture value is explaining to the customer why they should pay for what you're selling. Tim explains the psychology and has the science behind why this methodology works. Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the company's consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Before joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until Corporate Visions acquired it in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems. Tim is co-author of Customer Message Management: Increasing Marketing's Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), and The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill) and has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee. Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) , and keep learning in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

What is it that makes a B2B buyer receptive to your marketing? Is it who they are? Is it the situation they’re in? Or have they reached the point where the status quo -- the legacy software, the time-consuming manual process, the spreadsheets that connect data from various sources -- is simply no longer tenable? In this episode of B2B Nation, we talk to Tim Riesterer, Chief Strategy Officer at sales training firm Corporate Visions, about the science behind decision making. According to Tim, when you measure the effectiveness of marketing tools like personas against neuroscience and behavioral economics, you find personas might actually do more harm than good if you’re trying to identify your buyers. We also discuss another common mis-step: using the same messaging for new prospects and existing customers. Podcast Guests Tim Riesterer is Chief Strategy and Research Officer of marketing and sales consulting and training firm Corporate Visions. He is responsible for leading the strategic direction of the company in thought leadership, positioning and product development. He also leads the company's consulting team globally, including staff and certified contractors. Aimee Dunn is the Director of Sales Enablement at TechnologyAdvice. Prior to this role, she led the Customer Success team at QuinStreet B2B, which was acquired by TechnologyAdvice in early 2020.

Tim Riesterer, Chief Strategy Officer at Corporate Visions, joins The Collaborator to discuss the importance of renewal messaging that is separate and different from messaging used for customer acquisition.Tim is a master at delivering customer conversations that win and leverages decision science-backed research to improve marketing and sales messaging.Customer renewals have never been more critical than they are today. Stop in, give a listen, and collaborate with us as we discuss this critical topic.

In this episode, I am talking to Shirley Chapman – Senior Director of Customer Success at Pluralsight. She started her career as a teacher, combined that experience with leadership and technology to find herself in Customer Success Role. Still, teaching and coaching is at the very core of who she is. As previously with students, Shirley is now focusing on helping customers be the very best they can be. We spoke about diverse backgrounds for customer success, listening to your customers, the power of mentoring and the art of receiving and asking for feedback in career development. One of my favourite leanings is Shirley's reference to her teaching strategies: "As a teacher, you need to know where you push people a little bit out of the comfort zone, where you might challenge them along and sometimes where you have to back off, and I think it's the same with customers as well. " Connect with Shirley on LinkedIn - https://www.linkedin.com/in/shirlchapman Recommended resources by Shirely: - Irit Eizips - CSM Practice Youtube channel - https://www.youtube.com/watch?v=Qm9AlpBBd2U - Expansion Sales by Erik Peterson and Tim Riesterer - https://www.amazon.co.uk/Expansion-Sale-Must-Win-Conversations-Customers/dp/1260462757 Follow @womenincspodcast on Instagram and LinkedIn and let us know your feedback and whom should we invite to the show. To find out more about the Podcast, check https://www.womenincspodcast.com

When you want to disrupt the status quo, you tell a provocative story of change. But when you are trying to get clients to renew, you ARE the status quo. So what do you do? After 10 years of original research, Tim Riesterer has a compelling answer. As Chief Strategy Officer at Corporate Visions, Tim has refined a precise choreography for getting renewals to stay — and for getting them to grow with you instead of seeking competitors. Visit SalesLoft.com for show notes and insights from this episode. 

In this episode we talk to Tim Riesterer, Chief Strategy Officer at Corporate Visions and Author of The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers. If you like this episode, you'll probably also love: 4 Strategies to Become a Master Negotiator in B2B Sales(Part1) w/ Chris Voss And Why Deal Killers Are More Important Than Deal Makers in B2B Sales (Part 2) w/ Chris Voss Also, check out this episode on The B2B Sales Show: Does Transparency Sell Better Than Perfection? w/ Todd Caponi Are you able to easily track & analyze the reach of your organic LinkedIn content? If not, you may want to check out a tool we've been using here at Sweet Fish: SHIELD Use the promo code B2BGROWTH for a 25% Discount Are you getting every B2B Growth episode in your favorite podcast player? If not, you can easily subscribe & search past episodes here. You can also find us on Apple Podcasts or Spotify.

"Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.   About Sean's guest: Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development. On this episode of The Salesman Podcast Tim shares why up-selling your current customers is the best way to hit quota during the pandemic. Resources: Book: The Expansion Sale: Four […] The post #652: Up-Sell Your Current Customers And Hit Quota During The Pandemic! With Tim Riesterer appeared first on Salesman.org.

Tim Riester, Chief Strategy Officer at Corporate Visions, drops by to share how research on decision-making psychology is more important than your sales messaging.For more detail on the Corporate Vision research shared during the show, check out their Research Brief - Unconsidered Needs Effect  PDF.Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Tim Riesterer is the Chief Strategy Officer at Corporate Visions and he makes it his mission to deliver customer conversations that win. Tim and Jeremey discuss Corporate Visions’ recent study on sales engagement personalization and the key takeaways from it. The two discuss everything from increasing open rates to why salespeople should care about benchmarking in this data-packed episode of the Hey Salespeople podcast.

Wanna Host Your Own Podcast?Click here to see how my friends at Podetize can helpPurchase John's new bookThe Sale Is in the TaleJohn Livesay, The Pitch WhispererShare The ShowDid you enjoy the show? I'd love it if you subscribed today and left us a 5-star review!Click this linkClick on the 'Subscribe' button below the artworkGo to the 'Ratings and Reviews' sectionClick on 'Write a Review'Love the show? Subscribe, rate, review, and share!Here's How »Join The Successful Pitch community today:JohnLivesay.comJohn Livesay FacebookJohn Livesay TwitterJohn Livesay LinkedInJohn Livesay YouTube

Valuing yourself before valuing your business is an ideal order when gearing towards success. Chief Strategy and Research Officer of Corporate Visions Tim Riesterer believes that decision science is key towards delivering more value to anyone aiming to succeed both in business and life. He talks about how he has helped companies build messages that are aligned with the invisible forces at work in the customer decision. The values of conversion creating, elevating, capturing customer value, and creating expanded value are key in elevating value in a company. He shares about the implementation of all of these values, including the introduction of an unconsidered need in creating pricing uncertainty. Overall, Tim suggests that inspiring somebody to decide to change and considers doing it with a leader or mentor are what value creation and decision science are all about. Love the show? Subscribe, rate, review, and share! Here's How » Join The Successful Pitch community today: JohnLivesay.com John Livesay Facebook John Livesay Twitter John Livesay LinkedIn John Livesay YouTube

When the products and services you are selling look, smell, and act like several options in the market, your messaging and the experience you deliver becomes your differentiator. For your marketing team, understanding why your customers make decisions is key to your success.In this episode, Katie Martell and Tim Riesterer dig deep into the science of customer messaging for sales and marketing.Thank you for listening to the Explicit Content Podcast. For more information, check out enterprisemarketer.com.Full Show Notes and Transcripts: https://emktr.co/ecp23

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts It’s amazing but true - in 101 episodes of #SellingWithSocial I’ve published so far, I have not recorded one conversation focused on what goes into an effective sales message. It’s time to change that - and I can’t think of a better person to help me address the topic than Tim Riesterer. Tim is the Chief Strategy Officer at Corporate Visions, a company that makes it their business to study the facts behind sales messages. They do the work necessary to discover which turns of phrase and word choices are most effective - and they pass that information along to the sales community. This conversation follows right on the heels the Modern Marketing Engine podcast with CEO, Erik Peterson on customer conversations. Between the two of these podcasts… Well every sales and marketer should be able to crush sales messaging. Join me for this enlightening conversation. I’m confident it will help you fine-tune your sales message to get better results. This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. When Products And Services Look Alike, The Best Story Wins Among the powerful points Tim makes during our conversation is this one: Data and facts don’t close deals as powerfully as stories. That may sound strange coming from a guy whose company digs into the data to find out makes for the most effective sales message. But when you consider that it’s their research that has shown them that stories are more effective, it makes perfect sense. But Tim’s not saying any old story will work. It’s got to be one the buyer can picture as their own, one that demonstrates the risk they are taking by not making use of what you are offering. There is plenty of nuance to this kind of storytelling, so be sure you listen to hear every aspect of what Tim has to share. For Existing Customers, Your Story Lives In The Current Status Quo Tim has become known lately for pushing back against the popular “Challenger” approach to sales. Remember, his push-back is based on the data his company has researched. He says the idea of challenging the status quo works if you face a scenario where you’re trying to replace an incumbent approach. You’re trying to convince the buyer that what they are currently doing is untenable. But if you ARE the status quo and you’re trying to get a buyer to renew, you should not challenge them to think entirely different than they are. Why? It decreases the likelihood of renewal because they will not assume your company is the only one that can help them make the change you are suggesting. They’ll begin investigating your competition rather than just accepting your proposed solution. 70% to 80% of the revenue that companies derive is from existing customers. Reinforcing the status quo is the most powerful way of getting renewals, price increases, and upgrades or upsells from them. The approach that wins should highlight what you’ve already done together and showcase the momentum they have gained using your solution. HOW Salespeople Say Things Can Make All The Difference Many times, salespeople are hired because they seem to be good at trafficking in words - which is the problem. They may be able to speak well but if they don’t know how to use words properly and effectively, they are not going to be very successful at sales. All day long salespeople tend to talk about the gains, the upside, the positive reasons for using their solution. But the data shows that’s not the most effective approach. Why? Because unless your solution is the one the buyer is already using (the incumbent), YOUR SOLUTION is the risky bet in their minds. They need to be convinced you’re worth the risk - and it won’t happen by explaining all the positives of your solution. The data shows that buyers are two to three times more likely to make a change if you position your offer in terms of what they will lose by CONTINUING as they are. You’re helping them see that what they are doing is the risky thing, a loss to be avoided. When you do - you’ll increase the probability of them choosing your solution by 70%. That’s a small change in your sales message that makes a dramatic difference. Increase A Buyer’s Propensity To Buy By Using The Word “You” Often, salespeople feel it’s a humble and collaborative approach to tell their stories and give examples in a way that uses the word “we.” They believe that it communicates partnership and trust. But it doesn’t engage the buyer, it doesn’t help them envision what is going to happen for them by adopting your solution. In Tim’s words, “They become somewhat disembodied from the message - they don’t feel responsible for it.” But now let’s make a shift… When you use the word “you” in place of the word “we” in those very same sales conversations, the buyer takes greater ownership of what you’re saying. That simple change provokes their imagination - they can see themselves doing something about their problem and they get more involved. You can increase a buyer’s propensity to buy - all the way back to their feeling of how relevant your solution is, how important their need is, and how strongly they feel about addressing the issue - by simply using the word “you” instead of the word “we.” Do you see how word choice can literally give double-digit advantage to your sales message? But you have to know the right words to use to make that the difference. Listen to this great conversation with Tim Riesterer and get some of the free downloads Corporate Visions offers. Applying their research to your sales messages could dramatically impact your effectiveness in a rather short period of time. This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. Outline of This Episode [2:20] Who is Tim and why is he on this episode? What’s Corporate Visions about? [6:12] So many bad pitches and messages: What should be done differently? [16:01] Why “you” language is powerful and how it works [20:20] Your “best friend” voice may be the best sales voice you have [27:15] What the CV team has discovered that salespeople do right and wrong [35:39] Coming down hard on the Challenger sales methodology Resources Mentioned Tim Riesterer on LinkedIn Tim Riesterer on Twitter: @TRiesterer Corporate Visions Resources Page Get the “You VS We” report BOOK: The Tipping Point Morton Grodzins Alcoholics Anonymous Modern Marketing Engine Podcast- Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

There are a lot of neuroscience and psychological factors behind the ability to effectively engage an audience with your content and marketing communications. Tim Riesterer, Chief Strategy Officer at Corporate Visions, has dedicated his career to improving marketing messages and shares some remarkable methods for improving communication with prospects and clients in this episode. Listen as Tim covers how to increase email opens and click-throughs, highlights which words and topics you should include in your marketing copy, and shares whether you’re personalizing your content too much or not enough.

In this podcast Tim talks about keeping your audience from falling asleep in the figurative "hammock."  The audience will remember about 70% of what you say in the first five minutes of your talk, 20% of what you say in the middle, and 100% of your conclusion.

The science of decision making is complex but important. Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is the master of explaining the hidden forces that shape why and how choices are made. Many sales reps chase after traditional sales approaches only to see them fail time and time again. Reps need something new. They need to start using data and science. They need to realize they can take their power back by understanding the science of why people do what they do and changing their behavior accordingly. In This Episode You'll Learn: Create Value - The differentiation conversation - how do you create more opportunities and start putting distance between you and your competitors Evaluate Value - The justification conversation - Why most sales reps are not ready to have executive level conversations and how you can start talking about what executives want to talk about Capture Value - The maximization conversation - How you can move from negotiation to understanding the balance of power and move to a value-based sales approach Links and Resources Mentioned in This Episode: 114: Next Era Selling: Key Strategies to Make Your Business Unstoppable w/Britton Manasco @Visible Impact 113: The Truth About Social Selling w/Koka Sexton @Hootsuite 110: Unraveling the Sales Technology Stack w/Lauren Chacon @ConstantContact, Deron Frye @PGi, & Jeff Skousen @Domo

In this episode we talk to Tim Riesterer, Chief Strategy and Marketing Officer at Corporate Visions.

Tim Riesterer is the chief strategy and marketing officer at Corporate Visions, a marketing and sales messaging business that employs a science-based approach to consumer behavior and decision-making processes.

Interview With Tim Riesterer: Part 2 This is Part 2 of our discussion with Tim Riesterer, co-author of The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale. Download Podcast | Subscribe via RSS Listen Now (21:17)

Leslie Talbot is the vice president of content at Corporate Visions. She is a thought leader on how to create an engaging sales message which can be used by sales reps to win more deals! This week's podcast is a followup to the conversations we had with Tim Riesterer in Season 1, Episode 3 & Jim Moliski Season 1, Episode 5. If you did not listen to these podcasts yet I highly recommend you do! Leslie and myself will talk about how important it is to have a clear sales message which can be leveraged by your sales teams and how to create one. She explains the value of a power positions and how they differ from value propositions and how this really drives the customer to take action! Leslie will share her secret sauce she uses every day to create amazing sales messages for her customers - the CVI 7 step framework to a power position: Step 1) Identify your audience and create your targeted conversation profileStep 2) Identify your customer's business objectivesStep 3) Understand your customer's status quo and which trends put their business objectives at riskStep 4) Identify your customer's top challengesStep 5) Map your capabilities; Identify your 2-3 differentiatorsStep 6) Identify your value; what can your customer do differently with your solutionStep 7) Take a step back and create your power position based on step 1 - 6 Want to understand the detail and hear a great example, listen to the podcast! We wrap up with Leslie sharing her personal top 3 tips to get you started today! Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes! Let me know your thoughts and feedback by using the comments section on my blog.

Jim Moliski is the senior vice president of product marketing and Sales Enablement for Corporate Visions. This weeks podcast is a followup to the conversation we had with Tim Riesterer in Season 1, Episode 3. If you did not listen to this podcast yet I recommend you listen to this one as well. In this weeks conversation with Jim we take the conversation to the next level. How do you build engaging sales content? Everyone who has been or is in sales knows the problem. Sales content is typically not up to date, hard to use, overwhelming and often not engaging enough to have the right conversation with your customer. Jim will share his experience on how to create the right content to have outcome based sales conversation. He will explain why you need to start with the why change, followed by the why you (and not the other way around) and how you do this for your company. We will talk about how you can create your own list of standardised sales content which will help you to prepare and budget better for your upcoming sales campaigns. We will also touch on different presentation techniques like white boarding. At the end of the conversation Jim will share 3 practical tips to get you started on your journey to create amazing engaging sales content! Did you enjoy listing to this podcast and don't want to miss another episode? Subscribe to my podcast on iTunes! Let me know your thought and feedback by using the comments section on my blog. Which topics do you want me to cover in one of the next podcasts?

Tim Riesterer is the chief strategy and marketing officer at Corporate Visions, a marketing and sales messaging business that employs a science-based approach to consumer behaviour and decision-making processes. In August Tim's 3rd book will be released called 'The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale'. The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important―but it goes beyond great delivery. You must be able to articulate value. In this podcast we will discuss the 3 stages of the customer conversation, the value and practical tips how you can implement this in your day to day job. Tim's book will be released in August. Don't want to miss it? Pre-order now on Amazon! Did you enjoy listing to this podcast and don't want to miss another episode? Subscribe to my podcast on iTunes by clicking here. Let me know your thought and feedback by using the comments section below? How do you you create, elevate, and capture customer value? Which topics do you want me to cover in one of the next podcasts?