To Challenge or Not To Challenge? Matching Your Message to the Buying Moment

Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.

Thursday | September 7 | 10am CST

SAMA Focus Area

Communication and influence skills, Interpersonal relationship skills, maintaining the corporate customer relationship

See Who is Attending

A real–time LIST of attendees.


Challenging the buyer is an effective "outsider" approach for new customer acquisition, when you need to defeat the status quo and convince prospects to change. But it doesn't hold up when you're the insider and trying to retain your customers and expand your relationships profitably - and there's research to prove it.

Join Tim Riesterer, co-author of The Three Value Conversations, as he explores what it takes to tell the most effective story when you're the incumbent and you need to keep your customers and maximize long-term account value. You'll discover tested and proven messaging frameworks - supported by original academic research - to help you:

  • Secure a higher rate of customer renewals ("why stay?")
  • Convince existing customer to pay more for your solutions ("why pay?")


$99.00 - SAMA Individual Members

$169.00 - SAMA Non-members (This $169 can be applied toward your $450 membership fee if you join SAMA.)

Free - SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

LaVon Koerner

Tim Riesterer has dedicated his career to improving the conversations salespeople have with prospects and customers. He is the co-author of three books on the subject and has consulted and trained the top companies in the world. As chief strategy and marketing officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, tools and training company.

Registration for this webinar is now closed

If you would like information on obtaining an audio file of the event, please contact Erin Pallesen

© 2018 Strategic Account Management Association | 10 N. Dearborn, 2nd Floor Chicago, IL 60602 | Phone: 312-251-3131 Fax: 312-251-3132