Slides from Joe Terry's session on Breaking the Status Quo at Forrester's Technology Sales Enablement Forum.

1. Breaking the Status Quo Barrier
Convincing your prospects to do
something different © 2011 Corporate Visions, Inc. All rights reserved.
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2. Make the Status Quo Unsafe
“Change in people only comes when survival
instincts trump comfort zone instincts.”
Dr. Gertmenian (Dr. G)

3. A decision to change
New Brain
Designed for Analysis
Old Brain
Designed for Survival
Decision-Making Engine

4. Joe Terry
Chief Executive Officer
Corporate Visions, Inc.
@JoeTerry58
jterry@corporatevisions.com

5. Today YOU will learn why…
Value Propositions Fail
Solution/Value/Customer Centric
Selling doesn’t work
Your Competition isn’t who you think it is

6. Value Propositions Failure to Create Impact
Only 14% of
“benefits/value”
14% promoted
created impact
Relevant
to Your
Prospect
86%
Created NO
Impact!
Unique to You

7. You
60%
Status Quo
Prospect
Engages
Why Us?
Them

8. 65 %
Buying Vision
35 %
Bake-Off
You
60%
Status Quo
St
Prospect
Engages
Why Change? Why Us?
Yes#1 Yes#3
Why Now?
Yes#2 Them

9. Y Status
Quo
Barrier
Y
BREAKING THROUGH

10. Risk/Loss Aversion
Incumbent Advantage
Status
Attention Scarcity
Quo
Barrier
Change Burden

11. Risk/Loss Aversion
Incumbent Advantage
Status
Attention Scarcity
Quo
Barrier
Change Burden

12. Risk/Loss Aversion
Incumbent Advantage
Status
Attention Scarcity
Quo
Barrier
Change Burden

13. Risk/Loss Aversion
Incumbent Advantage
Status
Attention Scarcity
Quo
Barrier
Change Burden

14. What was the difference?
Bill James Billy Beane

15. Customer Conversation System
Market Demand Solution Up-Sell
Executive Makers Creation Presentation Cross-Sell Retain
Vision Renew
Great Conversations
Messages Tools Skills
Marketing Sales
3rd Party ROI

16. Independent 3rd Party Documented Results
With World-Class Companies

17. Distinct Point of View
Grabber Impact Proof
Pain Contrast
Why Change? Why Now? Why You?

18. YOU saw why…
Value Propositions Fail
Solution/Value/Customer Centric
Selling doesn’t work
Your Competition isn’t who you think it is

19. MARKETING & SALES
MESSAGING CONFERENCE
hosted by Corporate Visions
CHICAGO
SEPT 18-20
conference.corporatevisions.com

20. Distinct Point of View

21. Your Challenge
Why Change Why Now? Why You?