Sales Benchmark Index - Benchmarking the Buying Process: The Foundation of Marketing and Sales Alignment

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Corporate Visions

At the core of marketing and sales alignment is a common understanding and agreement on the structure of your customer’s buying process. This includes how your company engages at each step in the process, determining the roles and responsibilities of marketing and sales at each step, the conversations that take place, the agreements that are documented, and the activities each group performs cooperatively during the process.

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Your customers make decisions in your favor based on what they remember, not on what they forget. Unfortunately, most people will forget 90% of your content after 48 hours—unless you keep their brains engaged. In this webinar, Carmen Simon, Founder of Memzy (a Corporate Visions company) shares: - Why it is so hard for audiences to remember your business presentations and related communications - What neuroscience tells us about how the brain processes and remembers the information you provide - How to avoid the 4 habits that lead to highly forgettable business presentations & related communications Watch the full webinar replay here: https://corporatevisions.com/webinar-four-habits-highly-forgettable-people/

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Why Customer Acquisition and Customer Expansion Must Have Distinct Messaging Approaches To disrupt the status quo or reinforce it? Your answer to that question really depends on whether you’re selling into a new prospect or trying to keep and expand an existing customer. That’s because new research proves that the skills and messaging techniques required for the first scenario will backfire in the latter. In this webinar, Tim Riesterer, Chief Strategy Officer at Corporate Visions and Co-Author of The Three Value Conversations and the upcoming book The Expansion Sale, shares science-backed research designed to help you tell the right story for the right buying situation and finally do away with a one-size-fits-all approach to your customer conversations. You'll learn how to: - Disrupt Status Quo bias when you need to build new pipeline and win new business - Reinforce status quo bias when you are trying to renew and expand existing customers - Break free from one-size-fits-all approaches and get more situationally fluent with your messaging skills watch the full webinar recording here: https://corporatevisions.com/content-library/webinar-the-dangers-of-one-size-fits-all-sales-messaging/

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Ask any salesperson and they will tell you, gaining meetings with senior executives has never been more difficult. The conventional wisdom is that if you want to get an executive’s attention, you have to sound like an executive by offering case studies, ROI and other quantified results. This approach has been used in executive selling programs for years, but that conventional wisdom is almost three decades old. Does it still hold up in today’s selling environment? In this webinar, Rob Perrilleon SVP Consulting Services, Corporate Visions and contributor to the upcoming book The Expansion Sale, shares the latest science-backed research on: - Why the traditional approach to gaining executive access was the WORST performing condition in our most recent study - The best messaging approach your sales reps can use to get direct access to an executive and secure time on their calendar - What type of messaging is most effective for equipping an internal sponsor to get an executive meeting on your rep’s behalf Get the full webinar recording here: https://corporatevisions.com/content-library/gaining-executive-access-why-your-traditional-approach-to-securing-meetings-is-not-working/

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Improving Your Asset and Message Quality Through Smarter Automation It’s the Holy Grail for every sales & marketing pro: All of your best enablement assets in a single location—brilliantly organized, universally accessible, and customizable for any customer interaction. Thanks to technological advances like machine learning and predictive analytics, this vision is closer to reality than ever before. But organizations still struggle with the fundamentals. How do you get started? How do you decide which assets to include, and most importantly, how do you keep your system from becoming a dumping ground where great assets go to die? In this webinar, Jason Keever, VP of Europe, Seismic, and Leslie Talbot, VP of Customer & Commercial Excellence, Corporate Visions, covered how to sidestep these pitfalls and jump-start your automation projects, including: How to bridge the sales & marketing divide by organizing your messages and content neatly around your buyer’s psychology How to ratchet up your quality by ensuring every piece of content is as effective as it should be and targeted to the right buyer How to keep your content fresh and relevant as business and customer needs evolve over time See the full webinar recording here: https://corporatevisions.com/content-library/what-about-the-content/

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When trying to convince prospects to change to your solution, your sales reps need to tell an edgy, disruptive story that makes a compelling case for moving away from their status quo. But when you ARE the status quo, that same provocative approach with existing customers will backfire, increasing the likelihood that they’ll switch or shop around—and there’s research to prove it.   These slides from a recent webinar hosted by Selling Power and featuring special guest, Tim Riesterer, Chief Research Officer from Corporate Visions, will show you surprising research that uncovers the dangers of applying a one-size-fits-all approach to customer conversations. You will learn how to: - Create provocative messages to challenge your prospects and persuade them to buy  - Reinforce your position when you need to protect and expand with existing customers  - Break free from one-size-fits-all messaging that puts your business at risk of losing existing customers and new business  - Tailor your messages and enable your team to deliver a winning conversation every time View the full webinar recording here: https://corporatevisions.com/content-library/webinar-the-art-of-a-winning-sales-conversation-selling-power/

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