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AVAILABLE TO MEMBERS
Training replay

Training Tuesday: Embrace Tension in Critical Negotiations

Tension can be a positive force during negotiations and a powerful tool for driving negotiations forward. And it’s essential for maximizing your profitability. Watch this replay to learn how to use the natural tension of negotiations as a force for good.

Published: Oct 8th, 2024
Training replay

Training Tuesday: Win Access to Your Executive Buyer

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.

Published: Jun 11th, 2024
E-book

E-book: Winning the Five Value Conversations

Get this e- book to better understand your buyers’ underlying behaviors and motivations and respond in the moment with research-backed messages and situationally sharpened delivery skills.

Published: May 24th, 2024
Case study

Customer Success Executive Forum summary: Oct 2023

Download the Executive Summary from the October 2023 session of the Customer Success Executive Forum on Measuring Customer Outcomes to see key highlights and takeaways from Emblaze leaders in customer success.

Published: Oct 30th, 2023
Training replay

Video: Research and Win Access to Your Executive Buyer

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.

Published: Jun 13th, 2023
Research Brief

Brief: Can One Slide Make a Difference in an Investor Presentation?

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.

Published: Jan 12th, 2022
Research Report

Report: Messaging for Executive Access

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?

Published: Oct 31st, 2019
Webinar replay

Video: Why Your Traditional Approach to Securing Meetings is Not Working

Published: Oct 18th, 2019 1:02:15
Webinar replay

Video: Decide or Defer? Mastering the Why Now Moment with Executive Buyers

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.

Published: Nov 3rd, 2017 59:58
Research Report

Report: What Message Gets Executive Decision-Makers to Buy Now Instead of Never?

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?

Published: Oct 31st, 2017
Research Brief

Brief: What Kinds of Messages Get Executive Buyers to Purchase 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.

Published: Oct 4th, 2017
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