Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion Books
Erik Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion are experts in sales strategy and messaging. They are associated with Corporate Visions, a firm specializing in sales enablement and marketing effectiveness.
Known for: The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
Books by Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
The Three Value Conversations provides a framework for sales professionals to engage customers effectively by focusing on value creation, differentiation, and justification. It outlines three critical conversations—creating value, elevating value, and capturing value—each designed to help sales teams win more deals and protect margins in competitive markets.
Read SummaryKey Insights from Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
The Value Gap
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
Conversation 1 – Create Value
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
About Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Erik Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion are experts in sales strategy and messaging. They are associated with Corporate Visions, a firm specializing in sales enablement and marketing effectiveness.
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Erik Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion are experts in sales strategy and messaging. They are associated with Corporate Visions, a firm specializing in sales enablement and marketing effectiveness.
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