Erik Peterson, Tim Riesterer Books

In traditional sales, sellers believe that if they simply outline features, demonstrate ROI, and show competence, the buyer will conclude their solution is best. But complex B2B sales operate differently. There are multiple decision-makers, each evaluating risks within their own internal politics. L...

From Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solutions, and Close More Deals

When we studied thousands of B2B buying decisions, we discovered a pattern that underpins customer inertia—what psychologists call the 'Status Quo Bias.' It’s the natural human tendency to favor current conditions over change, even when change might bring improvement. The bias stems from two fears: ...

From Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solutions, and Close More Deals

Imagine walking into a customer meeting fully prepared to showcase your product—features, demos, testimonials—and still, the customer says, ‘That’s interesting, but we’re not ready to make a change.’ This is the value gap in action. It’s the invisible distance between what you think the customer val...

From The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale

When we talk about creating value, we’re not referring to adding more features or improving performance metrics. Creating value begins long before your product enters the conversation. It starts with evoking a shift in the buyer’s mental model. Think about it as helping the customer see their busine...

From The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale