About the Authors
Erik Peterson
Chief Executive Officer, Corporate Visions, Inc.
Erik has devoted his life’s work to improving human communication through science by studying the evidence-based impact of different communication strategies on sales and the selling process. Years ago, Erik earned the nickname “the Professor” because he reached far beyond traditional sales and marketing surveys to apply behavioral research and insights from other disciplines to the results-based world of complex sales.
As the CEO of Corporate Visions, Erik leads a consulting practice of more than 100 consulting professionals who deliver Corporate Visions’ work in more than 50 countries. He is also the coauthor of Conversations That Win the Complex Sale and The Three Value Conversations. His driving passion is to push people and organizations to a place beyond what they believe is possible, because remarkable work is the only kind of work worth doing.
Tim Riesterer
Chief Strategy Officer, Corporate Visions, Inc.
Tim Riesterer has dedicated his career to improving the conversations companies have with prospects and customers. He’s previously cowritten three books on the subject—Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations—based on actual decision-making science research. Tim is a highly sought-after researcher, author, speaker, and consultant in the area of creating and delivering winning customer conversations.
Nick Lee, HLMAM FHEA FAPS
Professor of Marketing, Warwick Business School
Nick Lee received his PhD from Aston University (UK) in 2003. He is currently Professor of Marketing at Warwick Business School. His research interests include sales management, social psychology, cognitive neuroscience, research methodology, and philosophy of science. Nick was editor of the European Journal of Marketing from 2008 to 2018 and is currently the incoming editor in chief of the Journal of Personal Selling and Sales Management. Nick is an Honorary Fellow of the Association of Professional Sales, which honored him in 2016 for Outstanding Contribution to the Sales Profession. He also holds strategic advisor positions for a number of innovative sales and leadership development companies.
In 2009, Nick was one of the youngest scholars in marketing ever to be appointed to a full professorship, a year in which he was also featured in the London Times as “one of the 15 scientists whose work will shape the future.” In 2017, he was awarded an Honorary Life Membership of the Academy of Marketing for outstanding lifetime achievements in marketing research. His research has won multiple awards, including the 2018 James M. Comer Award for the Best Contribution to Selling and Sales Management Theory from the Journal of Personal Selling and Sales Management, the 2014 Darden Award for Best Methodology Paper from the Academy of Marketing Science, the 2010 Joseph Lister Award Lecture for Social Science from the British Science Association, the 2005 Emerald Outstanding Special Issue Award, and the 2002 EMAC award for best doctoral work. Nick has published over 80 articles since 2005 in journals such as Organizational Research Methods, Organization Science, the Journal of Management, Human Relations, the Journal of the Academy of Marketing Science, the Journal of Business Ethics, Frontiers in Human Neuroscience, and the American Journal of Bioethics, receiving over 6,200 citations to date. His work has also been featured in the Financial Times, Forbes, BBC Radio 4, BBC Radio 5Live, and BBC Breakfast and Al Jazeera television. His first book, Doing Business Research, was published by Sage in 2008, and his book Business Statistics Using Excel and SPSS was published by Sage in 2015.
Rob Perrilleon
Senior Vice President, Delivery Services, Corporate Visions, Inc.
For over 20 years, Rob has developed and implemented effective go-to-market strategies across a range of industries. Today, he combines this knowledge and experience with his passion for marketing and selling success, to lead CVI’s global delivery organization. In that role, Rob looks after the messaging consulting, skills training, and content development teams, helping CVI clients find and tell their best story.
Joe Collins
Facilitating Consultant, Corporate Visions, Inc.
With a lifetime fascination for human motivation, Joe earned his bachelor degree in Psychology and an MBA in 232Global Business Management. He is a firm believer in and proven practitioner of Create Value Skills principles. Joe joined forces with Corporate Visions as a consultant to help you develop impactful stories and ensure your sales team is delivering your company’s message with power and passion.
Doug Hutton
Vice President, Training Services, Corporate Visions, Inc.
Doug combines his capability as a trusted advisor to sales and marketing leaders with his leadership of global delivery teams to produce exceptional client learning experiences. At Corporate Visions, Doug leads an exceptional global team of consultants that enable sellers to create, elevate, capture, and expand value throughout the complex sale, by bringing CVI’s decision sciences to life in the classroom. Doug earned his BA from Wake Forest University and MA from The George Washington University.
Leslie Talbot
Vice President, Customer and Commercial Excellence, Corporate Visions, Inc.
A natural storyteller with an engaging style and an abiding love of the written word, Leslie has been crafting and delivering compelling customer conversations for more than 20 years. At Corporate Visions, Leslie helps shape consulting strategy and oversees the application of CVI’s intellectual property across every facet of the company’s customer and commercial activities.