Speak to Your Buyer’s Situation—Not Their Disposition

Speak to Your Buyer’s Situation—Not Their Disposition

By Tim Riesterer, Chief Strategy Officer at Corporate Visions Or, why your buyers persona-based approach could mean your customer conversations are missing the mark The great persona crackup continues. Even two years ago, when the average buying group size in B2B...
Does Your Buyer Messaging Match the Moment?

Does Your Buyer Messaging Match the Moment?

By Tim Riesterer, Chief Strategy Officer, Corporate Visions You might have heard some variation of the idea that salespeople need to be fluent across the many different moments they face in their sales conversations and buyer messaging. The same sentiment gets applied...