Many learning and development (L&D) and sales enablement teams can already personalize content to a seller’s role and pace, but far fewer can prove that sellers have mastered new skills, sharpen skills through realistic practice or effectively coach the moments that make or break buyer decisions.

Corporate Visions has identified the specific sales behaviors that predict wins and losses using evidence from more than 150,000 B2B buying decisions. In this session with Tim Riesterer, chief strategy officer at Corporate Visions, you’ll see how organizations are using artificial intelligence (AI) to turn that evidence-based standard into precise, performance-based sales assessments, skill-specific practice and proficiency role-plays, and situational coaching in the flow of work — helping to ensure what sellers practice in training shows up in real buyer conversations.

In this session, you’ll find out:

• Why a seller can complete every module in your LMS and still not be ready for a real buyer conversation
• What separates a role-play that builds proficiency from one that just checks a box
• Why some coaching moments change what a seller does in front of a buyer and others don’t survive the next call

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Speaker

Tim Riesterer, Chief Strategy Officer, Corporate Visions Tim Riesterer, chief strategy officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and engaging keynotes, he’s spent decades testing and refining go-to-market strategies that put buyers squarely at the center. Tim is the author of four insightful books, including “Customer Message Management,” “Conversations That Win the Complex Sale,” “The Three Value Conversations” and “The Expansion Sale.”