Acquisition Research and Resources
The Acquisition Research and Resources collection features a series of articles by Tim Riesterer and Roberto Parra from late 2023 to 2025, offering in-depth insights and data-driven strategies on sales competencies, deal-winning skills, competitive positioning, value articulation, pricing tactics, and discovery techniques to help B2B sellers win more new business and overcome common obstacles like no-decision deals.
Acquisition Research and Insights
The Great 8 for Acquisition: Sales Competencies That Win New Business
Buyer feedback shows that 53 percent of lost deals were winnable. Discover the Great 8 seller competencies that drive more new business wins.
- Author: Tim Riesterer
- Date: November 20, 2025
Why Do B2B Deals Really Stall? What Your CRM Isn’t Telling You About No-Decision Deals
See what’s really happening behind no-decision deals.
- Author: Roberto Parra
- Date: July 1, 2025
Winning Competitive Deals: Is Your Sales Team Fighting the Wrong Battle?
Research reveals what actually drives B2B competition—and how to win before it starts.
- Author: Roberto Parra
- Date: November 22, 2024
Skills That Win Deals
See what new data reveals about which skills buyers value most.
- Author: Roberto Parra
- Date: November 1, 2024
Chase Problems, Chart Success: Take a New Route in Discovery Conversations
Learn how you can improve discovery by identifying the real problems your buyer needs to solve.
- Author: Roberto Parra
- Date: July 30, 2024
Articulate Meaningful Value
Find out how to articulate the value of your solution and persuade executive buyers to invest their time and attention.
- Author: Roberto Parra
- Date: February 16, 2024
Demonstrate Clear Differentiation
Showcase the unique advantages of your solution so it stands out to your buyer.
- Author: Roberto Parra
- Date: December 21, 2023
Winning at a Premium Price
See what skills matter most when selling at higher price points.
- Author: Roberto Parra
- Date: December 6, 2023
Price for Profit – How to Win at a Higher Price
Learn how you can win even when you have the highest price.
- Author: Roberto Parra
- Date: November 14, 2023
Make a Case for Change
Learn how to disrupt your prospect’s status quo by uncovering hidden needs, exposing unseen risks, and building a compelling case for change.
- Author: Roberto Parra
- Date: November 13, 2023
The Great 8 for Acquisition
Learn how to coach your sellers on the eight most critical sales competencies—according to your buyers.
- Author: Roberto Parra
- Date: October 19, 2023
Win the Acquisition Growth Play
Find out how to persuade your prospects that their current approach is inadequate, and that they need to make a change.
- Author: Roberto Parra
- Date: May 17, 2023