Matching Your Message to the Moment

Wednesday 12:00pm-12:45pm

Matching Your Message to the Moment

Speaker: Tim Riesterer | Chief Strategy Officer | CORPORATE VISIONS

Challenging the buyer is an effective “outsider” approach for new customer acquisition. But, how well does it hold up when you’re the insider and trying to retain your customers and generate growth-driving account value? And what about creating the urgency for your buyers to change now by demonstrating your business impact—what’s the most effective message for that?

All of this messaging is critical in a sales situation. You can’t afford to rely on hunches and “good feelings” to dictate your customer conversations—and luckily, you don't have to. There’s research that sheds light on how to operate best in these key moments.

Join us for this momentous session, where we'll look at what it takes to tell the most effective stories throughout the customer lifecycle. You’ll discover tested and proven messaging frameworks—supported by original academic research.

At the end of this session, you will be able to:

  • Defeat status quo bias and differentiate your solutions (“why change?”)
  • Demonstrate the business impact of your solutions to create the urgency to change (“why now?”)
  • Secure a higher rate of customer renewals (“why stay?”)
  • Convince existing customer to pay more for your solutions (“why pay?”)

Who should attend: Intermediate-advanced marketers/sales