Conversations That Win the Complex Sale

Conversations That Win the Complex Sale (2011) provides a new playbook for succeeding in a world where your biggest competitor isn’t another company, but your customer’s own inertia. You’ll discover how to stop competing on features and start provoking your customer to change by telling a compelling story. By reframing the conversation to make your customer the hero, you can create urgency, differentiate your solution, and close more deals.

• Sales professionals struggling to stand out in commoditized markets
• Marketing leaders aiming to create messages that salespeople will actually use
• Business executives who need to drive growth through differentiation

Erik Peterson is the Vice President of Strategic Consulting at Corporate Visions, where he helps companies create simple and differentiated messages. He has delivered messaging skills workshops to over 10,000 salespeople, and works with major clients including GE and Oracle.

Tim Riesterer is the Chief Marketing Officer and Senior Vice President at Corporate Visions and is a recognized thought leader in sales messaging. He focuses on aligning marketing and sales departments to create customer-focused conversations that salespeople will use. He is also the author of Customer Message Management.