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August 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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January 27, 2021 - Want your virtual teams to deliver results? Make sure they have "people" skills

By Michael Leimbach

We are at an interesting crossroad in history. Over the past year, the COVID-19 pandemic, combined with a decade-long trend of more dispersed work teams, created a critical challenge to team performance. The ability for teams to meet face-to-face is no longer the norm, let alone a possibility, for most. Узнать больше

October 28, 2020 - Here’s a Thought About Practical Tips for Managing Day-to-Day Employee Virtual Interactions

By Tom Roth and Michael Leimbach

This is the third installment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organisations forward from a new workplace. Узнать больше

August 19, 2020 - Accepting the role of Romeo

By David Yesford

Be careful; it is easy to be drawn into accepting the role of Romeo, but if you do, you know how it ends! How do you move out of the expected roles of customer and vendor with well-defined roles and expectations to a side-by-side dialog that supports your customer’s expectation of value? Узнать больше

August 19, 2020 - Filling your pipeline with the right kinds of prospects: Part 1 of 3: Target the right suspects

By David Yesford

The most successful salespeople know how to identify a good prospect. Instead of playing a numbers game, they ask, "Which companies are most likely to be good for us?" By knowing their ideal customer, salespeople can make earlier go/no-go decisions and invest their time in a smaller group of companies most likely to offer good business opportunities. Узнать больше

August 19, 2020 - Harvard Harvard Program on Negotiation - Top ten negotiation failures

By Michael Leimbach and Anthony Pacifico

Harvard Law School’s Harvard Program on Negotiation recently came out with their list of Top 10 Negotiation Failures for 2013. What can this list of Top 10 Negotiation Failures tell us about the value of Principled Negotiation and Wilson Learning’s NTY program? Узнать больше

August 19, 2020 - How to get salespeople to call higher: Tips for success

By Ken Valla

Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. Узнать больше

August 19, 2020 - It’s not what happens to you, but how you react to it

By David Yesford

“Thanks for the $25.” Learn how you can use "self talk" to get past the negativity of sales rejection, and create a positive approach that achieves results. Узнать больше

August 19, 2020 - Quenching your customer’s thirst for value

By Michael Leimbach and David Yesford

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert. Узнать больше

August 19, 2020 - To differentiate, leverage your customer's view of fair value

By Ken Valla

I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. Узнать больше

August 13, 2020 - Here’s a thought about mid-level leadership development

By Tom Roth and Michael Leimbach

This is the second installment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organisations forward from a new workplace. Узнать больше

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