Best Practices Are Not Always The Best Practice
The webcast by Nick Lee and Tim Riesterer argues that traditional sales and marketing best practices fall short because they focus on seller actions rather than buyer psychology, emphasizing that decision science reveals how customers frame value and make choices, necessitating different approaches for new customer acquisition versus expansion, adaptive messaging aligned with changing buyer mindsets, and situationally relevant storytelling skills for sales teams.
Best practices are not best practices when it comes to sales and marketing. Because they focus on what you are doing versus what your customer is thinking. Decision science instead looks at how customers frame value and make choices. These are the invisible forces you must account for in your marketing messaging and sales conversations.
This webcast, led by Nick Lee, Professor at Warwick School of Business, and Tim Riesterer, Chief Strategy Officer and researcher for Corporate Visions, explores how:
- Your new logo acquisition approach needs to be different than your customer expansion process.
- Your buyer’s psychology changes, and as a result so must your messaging and sales conversations.
- Your teams can become situationally-relevant in your story building and storytelling skills.
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Decision Science and How It Can Change Sales Best Practices
Best practices are not best practices when it comes to sales and marketing. Because they focus on what you are doing versus what your customer is thinking. Decision science instead looks at how customers frame value and make choices. These are the invisible forces you must account for in your marketing messaging and sales conversations.
This webcast covers:
- Why your new logo acquisition approach needs to be different than your customer expansion process.
- How your buyer’s psychology changes, and as a result so must your messaging and sales conversations.
- How your teams can become situationally-relevant in your story building and storytelling skills.