When you’re sitting across from a CXO, you only get one shot to pique their interest. Learn how to create enough urgency to get executive buyers to change now, and build a meaningful business case to help them justify that decision.
What motivates investors in their decision-making process? And does addressing potential objections upfront impact their decisions? Dr. Carmen Simon, Chief Science Officer at Emblaze, led a neuroscience study to see how investors and analysts react to risk-related information in a first-call presentation.
Conventional wisdom says that if you want to talk with an executive, you need to offer up relevant case studies, ROI calculations, and quantified strategic results. That advice made sense 25 years ago, when you had limited access to executive decision makers. But does it still hold up today?
In this on-demand webinar, Tim Riesterer, Chief Strategy Officer at Emblaze and co-author of The Expansion Sale, and Professor Nick Lee of Warwick Business School, explore academic research that reveals a scientificallly-tested messaging framework for telling the most effective Why Now story.
Stalled proposals and lost deals are a value communication problem, often stemming from an inability to get executive-level buyers to make purchase decisions now. What kind of sales message is most effective when you need to create enough urgency and show enough business impact to justify a decision now?
Proposals that stall out or end in no decision are a major threat to your pipeline and ultimately your success. This is a case for the “Why Now” moment—when you need to create enough urgency in your business proposals to get executive buyers to act promptly.