Corporate Visions

When you get an inbound request, research shows that responding within 24 hours significantly increases your chances of winning the deal. Use this template to plan your initial response and next steps: https://okt.to/cJ2ix1

About to present on a virtual call and don't know what to wear? Neuroscience is basically your personal stylist. Here are some tips from a recent study from Dr. Carmen Simon: Choose More Formal Attire – Choose a shirt and jacket to convey professionalism. Formal attire results in higher engagement, attention, and comprehension. Avoid Casual Outfits – Skip gym or sports shirts. Informal attire can lead to lower attention and negatively impact buyer perceptions. Business Casual? – While acceptable, it’s less effective than formal wear. If possible, opt for a more polished look to maximize your impact. (Please note this research only applies to what can be seen on camera. You can wear whatever you want for the rest of your outfit.)

Check out these neuroscience-backed tips from Dr. Carmen Simon, and make persuasion your sales superpower: https://okt.to/zNcfL5

Does it really matter how you approach discovery calls? Everyone is doing it basically the same way, right? It might seem that way, but new research reveals a discovery approach that's seldom used, but leads to the highest win rates. Learn more in this e-book: https://okt.to/Aych4I

The discipline of selling is going through epochal change. An exaggeration? Maybe, maybe not. But there's massive change in buyer behavior, massive change in technology, and massive economic change that SHOULD drive change in selling. Are you helping teams through that change? Do you have a consulting practice that could use additional offerings to meet this unique moment? We at Corporate Visions are actively recruiting for new partners. Check out our affiliate program link below. Reach out to me and I can get you connected to the right team internally to accelerate your interest!

🚀 We are excited to welcome Tom Pfeifer as our new Chief Sales Officer at Corporate Visions! 🎉 Tom brings extensive sales leadership experience from his previous roles at Ethisphere and Thomson Reuters. His expertise in leading teams, enhancing customer experiences, and driving revenue growth will be invaluable as we continue to innovate and expand. Based in the Twin Cities, Tom is also active in community service, contributing to the Fund for Legal Aid for Minnesota and Books for Africa’s Jack Mason Law & Democracy Initiative. Join us in welcoming Tom to the Corporate Visions family! 👏 #Leadership #Sales #Growth #CorporateVisions

Are your discovery tactics unintentionally pushing prospects away? New research coming soon.

🎉We are excited to welcome Thomas Laurin as the new Chief Financial Officer at Corporate Visions! 🌟 Tom is a seasoned C-suite finance executive with a proven track record of transforming and positioning organizations for growth. His strong leadership, ethical standards, and focus on operational excellence make him a perfect fit for our team. At Corporate Visions, Tom will help define our goals and strategies, optimizing capital and resources to achieve them while fostering a culture of success and cooperation. Join us in welcoming Tom to the Corporate Visions family! 🎊🤝 #Leadership #Finance #Growth #CorporateVisions

Does your sales presentation feature a mountain climber symbolizing the hard work required to achieve goals? Cut it. Now. If you're relying on tired visual metaphors like this, research shows you're losing your audience. While metaphors can make your presentations more engaging, the wrong metaphors—or too many of them—can lead to cognitive overload and fatigue. Here’s what you need to know: 1. Fresh Metaphors Work Best. Novel metaphors keep your audience attentive and motivated. They spark interest and make your content more memorable without adding cognitive strain. 2. Variety Is Key. Using a mix of metaphors throughout your presentation can significantly enhance engagement and recall. Presentations with varied metaphors keep participants less fatigued and more motivated. 3. Avoid Overuse. Stretching one metaphor too far can backfire. It might seem smart to stick with a single theme, but overusing one metaphor leads to increased fatigue and decreased motivation. It’s better to sprinkle in different metaphors to keep your content dynamic. By using fresh and varied visual metaphors, you can take your sales presentations from mundane to memorable.

Back to basics. Back to basics. Back to basics. It's the 2024 B2B sales drumbeat. And rightfully so. 101-level sales hygiene was but one victim of the the free-money boom times of 2020-2022. But as more commercial leaders are discovering, HOW you execute the basics is equally (if not more) important than doing them at all. Because the basics done poorly will only further exacerbate B2B selling headwinds - longer sales cycles, more decisionmakers, higher budget scrutiny. Here are three must-get-right basics: 1) Discovery - you must do your research beforehand. The road to losses is paved with 20 questions. Be problem-minded in your discovery and realize that discovery is not one-time. Your buyer's problem definition will change 3x across your pursuit. 2) Sales process - a sales process untethered to your buyer's decision process is an internal reporting mecca providing you false information. Your goal is faster buyer decisions, not faster check-box exercises. 3) Pipeline accuracy - one number does not a healthy pipeline make. Pipeline coaching is an oft-forgotten lever to ensure your pipeline has quality, quantity, velocity, and balance.