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354: Customer Deciding Journey, with Tim Riesterer | Part 1
Some call it the customer buying journey, or a sales cycle, but collectively, we are moving to the ideology of the Customer Deciding Journey. This week's guest is Tim Riesterer , author of The Sales Expansion , and Chief Strategy Officer of Corporate Visions . In this two-part series, we will explore the first section of the Customer Deciding Journey: Create, Elevate, and Capture. This methodology revolves around presenting to the customer, " why should I change?" Creating the value gives the reason behind the change and develop that buying vision. Elevating value is explaining the rationale decision-making to that business outcome, so it is a rational choice.
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