How it Works

Corporate Visions, Inc. is the leading provider of science-backed Marketing, Sales, and Customer Success training and consulting services. Global B2B companies work with Corporate Visions to articulate value in their customer conversations in three ways:

  • Make Value Situational by distinguishing between customer acquisition and customer expansion
  • Make Value Specific by aligning conversations with the Customer Deciding Journey
  • Make Value Systematic by unifying Marketing, Sales, and Customer Success to speak in one  

It’s tempting to believe that prospects and customers will all follow a set of repeatable steps that eventually inspire them to choose you. But in reality, your buyers are asking a series of weighty, specific questions in, what we call, the Customer Deciding Journey.

The Customer Deciding Journey includes four Value Conversations. These are pivotal moments for both you and your buyers because in each of these conversations, they’re asking difficult questions that your team needs to answer if you want to win their business.

While most training programs teach a more internally focused sales process, the Deciding Journey reflects what’s happening in your buyers’ minds—what they’re thinking and doing while they’re deciding whether or not to buy from you.

When you understand how your buyers frame value and make choices, you can tailor your approach to match their specific motivations and psychology within each moment.