Conquer Local With George Leith

Some call it the customer buying journey, or a sales cycle, but collectively, we are moving to the ideology of the Customer Deciding Journey.This week's guest is Tim Riesterer, author of The Sales Expansion, and Chief Strategy Officer of Corporate Visions. In this two-part series, we will explore the first section of the Customer Deciding Journey: Create, Elevate, and Capture. This methodology revolves around presenting to the customer, "why should I change?" Creating the value gives the reason behind the change and develop that buying vision. Elevating value is explaining the rationale decision-making to that business outcome, so it is a rational choice. To Capture value is explaining to the customer why they should pay for what you're selling. Tim explains the psychology and has the science behind why this methodology works.Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the compa