The Three Value Conversations
About This Book
The Three Value Conversations (2015) explains how sales professionals can win complex deals by mastering three critical types of conversations: creating differentiation, justifying investment, and capturing maximum value. It provides practical frameworks and storytelling techniques to guide prospects through the buying journey. By focusing on value rather than price, it helps sellers build stronger cases and protect margins.
Who Should Read This?
- Ambitious B2B sales professionals seeking stronger deal outcomes
- Strategic sales managers aiming to improve team performance
- Business-minded readers interested in persuasive customer conversations
About the Author
Tim Riesterer is a sales and marketing strategist who serves as Chief Strategy Officer at Corporate Visions. He is recognized for his expertise in customer messaging, value differentiation, and executive conversations, and has also co-authored the best-selling Conversations That Win the Complex Sale. Erik Peterson is a leading consultant and Executive Vice President at Corporate Visions, specializing in sales enablement and long-cycle B2B deals. He has co-written other influential works on sales effectiveness, including Conversations That Win the Complex Sale. Conrad Smith is a Vice President of Consulting Services at Corporate Visions, known for helping global sales teams develop value-based messaging strategies. He has contributed to widely read works on persuasive sales conversations. Cheryl Geoffrion is a seasoned sales consultant and Vice President at Corporate Visions with deep experience in negotiation and deal strategy. She has co-authored research-backed publications that focus on elevating customer value in high-stakes sales.
