Corporate Visions

JUNE 19, 2019

Challenger is one of several sales training models inspired by Geoffrey Moore’s original idea of Provocation-based Selling, as popularized by his HBR article, In a Downturn, Provoke Your Customers. This begs the question: If challenging your existing customers isn’t effective; what is? Know when to reinforce the status quo.

Acquisition 85

Acquisition Sales Sales Training Decision-making 85

Corporate Visions

JULY 18, 2019

In other words, the majority of sales and marketing spend goes to customer acquisition, which only amounts to 20-30 percent of your customer lifecycle. In fact, research conducted by Corporate Visions found that a provocative messaging approach that begins by introducing an unconsidered need enhances your persuasive impact by 10 percent.

Acquisition 80

Acquisition Customer Success Marketing Decision-making 80

Corporate Visions

FEBRUARY 14, 2020

Slides 23-30 – The final whiteboarding example shows the benefits of using research-backed renewal and expansion message frameworks. In the beginning, you need to answer the question in the prospect’s mind: Why should I change? The next question is: Why you? Finally, you need to answer the question: Why now?

Sales 85

Sales Decision-making Acquisition Facilitation 85

MTD Sales Training

APRIL 20, 2017

Some research suggests that you have between 15 and 30 seconds to establish that perception, either positively or negatively. Provocative Question. To do that, is it ok if I ask a few questions to get us going?”. Gain permission to ask questions and. Will they trust you or not? Reference To Your Product Or Service.

Sales 48

Sales Sales Training Meetings Management 48

MDI Training

MARCH 25, 2021

Hello Marilena, thank you so much for taking the time to answer our questions. And the last question: is building up resilience only depending on what we do? This is a provocative remark, I am aware of that. Marilena Maris has been working with leaders and experts, on-site or virtually, in over 30 countries since 2008.

Leadership 98

Leadership Shareholders Decision-making Digitalization 98

Red Star Kim

OCTOBER 18, 2022

At the start of this 30 minute video Vlatka explains the five levels for individuals and organisations and the 6 box leadership model . Ask questions. She offers a provocative thought that in order to fly you must give up being a caterpillar. She is considered one of the most influential HR speakers. Book Contents.

Organization 130

Organization Innovation Leadership Management 130

Corporate Visions

FEBRUARY 14, 2020

Slides 23-30 – The final whiteboarding example shows the benefits of using research-backed renewal and expansion message frameworks. In the beginning, you need to answer the question in the prospect’s mind: Why should I change? The next question is: Why you? Finally, you need to answer the question: Why now?

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52