Name: Avoid the Parity Trap
Start: 2021-11-04T16:00:00Z
End: 2021-11-04T16:00:53.000Z
Location: BrightTALK
Rating: 0

Corporate Visions, Inc. is the leading provider of science-backed sales, marketing, and customer success training and consulting services. Global B2B companies work with Corporate Visions to articulate value in their customer conversations in three ways:
  
- Make Value Situational by distinguishing between customer acquisition and customer expansion

- Make Value Specific by aligning conversations with the Customer Deciding Journey

- Make Value Systematic by unifying marketing, sales, and customer success to speak in one voice


With the growth of a global economy, conducting business across borders is inescapable.

And thanks to the wide adoption of virtual selling, addressing a global audience is easier in some regards but harder in others, especially as content is becoming more complex.

Therefore, more business professionals are seeking to add international intelligence to their negotiation skills and better understand how people from different cultures process information and, ultimately, make decisions.

In this session, Dr. Carmen Simon, Chief Science Officer at Corporate Visions and B2B DecisionLabs, shares her latest neuroscience research on handling complex content during a virtual sales pitch, while dealing with culturally diverse brains.

Sign up to learn practical guidelines for addressing intricate content for international audiences, and find out clear answers to these questions:

- How can you resolve deep-seated cultural differences when presenting complex content?

- Do some audiences prefer details while others don’t want to “get in the weeds?”

- Do people from different countries remember a simple or a complex sales pitch better?

- What important elements contribute to processing complex content and making decisions?

Content without Borders: How Buyers from Different Countries Handle Complexity

Think of a new person you met recently.

Without your awareness, the moment you saw that person, your brain instantly questioned whether you met a friend or foe. And that person had the same reaction about you!

Forming first impressions is ubiquitous and irresistible. So how do you ensure you’re projecting a good first impression, especially if you meet business prospects virtually? What are some dos and don’ts of the social inferences people make all the time?

Dr. Carmen Simon, Chief Science Officer at Corporate Visions and B2B DecisionLabs, partnered with Zoom to research what techniques lead to optimal first impressions.

Join this webinar to learn neuroscience-based insights and guidelines related to:

- Why people form first impressions and why you only have one chance at a good one.
- The two universal dimensions of social signals you can use when you meet someone new.
- Four techniques to positively impact first impressions in every virtual interaction.

The Science of First Impressions for Virtual Presenters

Your buyers are digitally savvy, well-informed, and often well into their buying journey before they become an inbound lead.

So, when a new prospect decides to contact you, they’ve already started narrowing their options. They’re not just evaluating your solution—they’re also evaluating your competitors’. Whoever reaches that prospect first has the best chance to win the deal.

Or do they?

New field trial data from B2B DecisionLabs reveals how your response times affect your chances of closing deals. In this webinar with Frank Pinder, Principal Field Trial Analyst, and Stephen Henck, Field Trial Analyst, you’ll get a first look at the results and new insights to increase your speed to lead.

Specifically, you’ll see:

- Results from a year-long field trial that tracked new opportunities from created to qualified to won.

- How to structure sales cadences that improve your sellers’ response times and deliver enough touches to win more meetings.

- Where to implement automation rules to route new opportunities and qualify prospects faster and more efficiently.

No Lead Left Behind: New Data Reveals How Response Times Affect Close Rates

Prominent researchers in neuroscience, economics, and business administration agree on this premise: One of the most important factors for business success is getting others’ attention.

Attention paves the way to memory and decision making. But how do you get attention when you’re not in the same room with your buyers?

Prior B2B DecisionLabs research demonstrated that the virtual medium is not just viable—it’s preferable compared with hybrid and face to face modalities.

In this webinar with Dr. Carmen Simon, Chief Science Officer of Corporate Visions and B2B DecisionLabs, you’ll see results from three new research studies based on the neuroscience of attention in virtual settings.

In this session, you’ll get practical answers to questions like:

- Which Zoom background keeps your audience more focused?
- Does a picture always lead to more attention and memory?
- Are extra details detrimental or desirable for sustaining attention during virtual meetings?

Made You Look! The Neuroscience of Attention in Virtual Meetings

It’s harder now to win new business. Budgets are tightening, and companies don’t know what to expect next year.

So, rather than chase new prospects, you might naturally be eyeing opportunities with existing customers. After all, your existing customers know you. You’ve proven your value. And you don’t need to work so hard to convince them to do more business with you—at least in theory.

But, sales can’t go it alone. If your marketing messages and content are too demand-focused, they could sabotage your renewal and expansion efforts.

Behavioral science research shows that to win more business with existing customers, you must take an entirely different approach than with new prospects. And you need to mobilize your marketing and sales teams around unified messages, content, and conversations to persuade existing customers to stay with you and buy more.

How do you know which messages to use? What kind of content inspires existing customers to buy?

That’s what you’ll learn in this webinar with Doug Hutton, EVP Customer Experience at Corporate Visions, and Adam Moses, Head of Customer Success at Allego. Sign up to discover how to:

- Tailor your messages using science-backed frameworks to match your existing customers’ buying psychology.

- Support your customer conversations with marketing and enablement content designed to appeal to existing customers.

- Reinforce your approach with situationally specific micro-learning content, coaching, and training reinforcement in the flow of work.

How to Mobilize Marketing and Sales to Support Retention and Expansion

Customer success managers now have more data than they know what to do with.

There are countless platforms available to engage with customers. And there are even tools that help aggregate that data for you.

But companies need more than reliable customer data—they must know what to do with it. Leading customer success teams know they need the skills to translate that data into insights that support renewal conversations and identify expansion opportunities.

How do you turn your customer data into practical insights to have more meaningful customer conversations?

Check out this webinar with Doug Hutton, SVP of Products at Corporate Visions, and Mary Poppen, Chief Strategy Officer and Customer Officer at Involve.ai.

Tune in to learn science- and data-backed tactics to:

- Turn at-risk customers into raving fans.
- Keep customer decision makers engaged and aligned.
- Uncover latent expansion opportunities.
- Win more revenue with research-backed conversation skills.

Turning Disjointed Customer Data into Winning Conversations

Whether it was due to a service failure, supply chain challenges, or they were lured away by a better price; your formerly loyal customer decided to leave.

But does that mean it’s over for good? Or could there be a way to win them back?

A new behavioral study from B2B DecisionLabs tested that question in a real-world sales situation. Over 300 sellers approached 1,350 former customers using several possible win-back messages.

Find out which approach drives the best response (and which ones fall flat) in this webcast with Doug Hutton, EVP Customer Experience at B2B DecisionLabs, and Dr. Leff Bonney, Associate Professor of Sales and Customer Relationship Management at Florida State University.

Tune in to get research-backed answers to questions like:

- What’s the most effective approach to re-engage lost customers?

- Should you treat lost customers more like new logos or existing accounts?

- Does their reason for leaving affect their chances to return?

Why Return: The Surprising New Science of Win-Back Conversations

Modern buying and selling behaviors have changed dramatically over the last 30 years. The same approach that may have worked back then just won’t cut it today.

Why, then, are so many companies still banking on the same old, outdated processes and methodologies for running opportunities?

In this webinar with Tim Riesterer, Chief Strategy Officer, and Doug Hutton, SVP of Products, you’ll discover a new approach to commercial enablement based on how modern buyers frame value and make decisions.

You’ll see:

- Why the traditional approach to building a sales process doesn’t work.

- What needs to change for organizations to adapt to new buying behaviors.

- How to build a partnered, precise, and prescriptive commercial enablement strategy.

Customer Value Conversations

What type of content creates the most top-of-funnel engagement and opportunity pipeline? Results from a new field trial by B2B DecisionLabs might surprise you.

Most sellers and marketers (83 percent) believe it’s important that digital content be more interactive to provide self-service buyer enablement. The idea is that interactive tools like calculators or assessments foster more meaningful, self-directed experiences that will motivate more prospects to buy.

But does that belief hold true? Turns out, changing just one variable in a sales development campaign—an interactive vs. static content asset—changes the entire outcome.

Based on brand-new field trial results, you’ll discover:

- How different types of content assets affect your prospects’ motivation to act—from engagement to pipeline.

- How the psychology of early-stage “hand-raisers” determines which assets get them to respond or take your call.

- How to most effectively “re-ignite” your dormant leads to generate more opportunities and maximize the return on your demand gen efforts.

What Kind of Content Creates More Opportunities?

Right now, an all-too-familiar conversation is raging in every boardroom around the world: It’s time to raise prices.

But in an economy plagued by inflation, shipping delays, service failures, and general global uncertainty, this decision is more fraught than ever.

Pre-pandemic, nearly 70 percent of companies described their price increase conversations as “50-50 or worse” in terms of how well they go over with customers. Today, with customer satisfaction already at the breaking point, the consequences of a poorly handled price increase aren’t hard to imagine.

The wrong message, delivered the wrong way, could send your customers right into the arms of your competition.

So how can you persuade existing customers to pay more without losing their loyalty?

Find out in this new webinar with Catherine Alexander, VP of Training Services at Corporate Visions. You’ll get science-backed techniques to:

- Mitigate churn by reinforcing your existing customer relationships.
- Increase profitability by expanding your customer’s “Range of Reason.”
- Confidently raise prices without pushing customers out the door.

How to Raise Prices without Losing Customers

The world has been virtual for almost two years, and many sellers are yearning to “get out there” and talk to buyers in person.

While face-to-face presentations might not ever fully return, you might opt for the half-measure, with some people in the same room while others join remotely.

Is this hybrid method effective for sales presentations? Are people’s brains tired of the virtual world? And is there a way to develop a presentation that can work in any environment?

Don’t miss this new webinar from Dr. Carmen Simon, cognitive neuroscientist and Chief Science Officer at Corporate Visions and B2B DecisionLabs, to learn what neuroscience reveals about your buyers’ brains during virtual, phone, and hybrid sales presentations.

In this webinar, you’ll learn:

- The impact of the delivery modality on your buyer’s brain.
- Which delivery method performs best (and which is surprisingly the worst).
- How to build a sales presentation that works in any selling environment.

Are Hybrid Sales Calls the Great Escape from Your Virtual Prison?

76 percent of sales leaders say that not being physically present with their team has made it harder to observe and coach over the past year.

Yet, with advances in call recording and the absence of travel, those same sales leaders now have more time and opportunity to coach—if they know how to do it well.

In this webinar with George Donovan, Chief Revenue Officer at Allego, and Doug Hutton, SVP of Products at Corporate Visions, you’ll learn how to:

- Create lasting behavior change using a science-backed coaching framework.

- Enable effective and personalized virtual coaching at scale.

- Support your sellers with high-impact training content when they need it most.

- Ensure new skills translate seamlessly from practice to the field.

How to Fix Sales Coaching in a Virtual World

No one wants to believe your solutions are the same as your competitors. Yet, in well-defined categories, multiple companies can feasibly do the same job with similar capabilities and pricing.

How do you avoid this parity trap and create the competitive separation you need to stand out? How do you position your solution in a way that persuades buyers to choose you?

Join this B2B DecisionLabs webinar based on a brand-new behavioral research study conducted with 400 B2B decision-makers. Join Doug Hutton, SVP of Products, and Dr. Nick Lee, behavioral scientist and Professor of Marketing at Warwick Business School, to discover:

- How positioning the exact same features in different ways can completely change your buyer’s perception of value and preference for you.

- What popular approach to value propositions turns out to be the biggest loser across every measure.

- Why the popular adage “less is more” may be the exact wrong advice, and a concept called “telling details” changes everything you may have believed.

Avoid the Parity Trap

Customer Acquisition

Messaging

sales presentations

Differentiation

Sales Development

value proposition

Sales Coaching

Sales Acceleration

Sales Strategy

Competitive Advantage

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