Traditionally, a company could win long-term advantages with new products, or dominate with deep pockets and massive size or capture markets with widespread brand recognition and global presence. Today, these attributes may produce a temporary market advantage, but may also create a competitive disadvantage. Узнать больше
Sellers as well as buyers are taking stock of priorities as the economy continues to show weakness across most industries. As a result, most sales organisations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers.
If your organisation is like a lot of sales organisations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. Узнать больше
From our 30-plus years of experience in leadership development, we know that leaders who have fulfilled this purpose — engaging others in committing their full energy to the creation of value and success — have successfully integrated the Essence and Form of effective leadership. Essence (the qualities that give leaders their identity) and Form (what a leader does and says) are the two sides of the leadership coin — the "being" and the "doing" of any leadership role. Узнать больше
What would a 29% increase in top-line salesforce performance mean to your organisation? Our research shows that when sales managers have the right skills, the single action of coaching has the greatest impact on the performance of your salesforce.
If you think your salespeople can control the way buyers buy — think again. The old adage that "people love to buy, but hate to be sold to" has changed—"people know how to buy, and won't be sold to." But, that doesn't mean it's time to fire your salesforce. With a little insight into today's buying process, salespeople can understand how customers buy and dramatically increase their sales results. Узнать больше
Learning, the acquisition of new skills, knowledgeable and capabilities, always occurs within the context of human performance improvement! Wilson Learning approaches every client situation from this perspective. That is, we begin with a process of understanding the clients needs, expectations, situation and problems. Узнать больше
As markets heat up all over the world, companies strive to develop strategies and tactics to contend with today's dynamic conditions, or at least survive them. "Hyper-competition is an environment of intense change in which flexible, aggressive, innovative competitors move into markets easily and rapidly, eroding the advantages of the large and established players." Узнать больше
There was a time when a salesperson could fulfil a unified role as a vendor, trusted advisor and challenger. But today's hyper-competitive market requires the salesperson to play two distinct yet complementary roles—that of Consultant to the customer and Strategist to both the customer and his or her own organisation. Узнать больше
There is a collective sigh from leaders for the first time in recent history as the slow tide of economic recovery washes in. For some, the sigh may be more or less audible. Nevertheless, leaders are moving away from expending energy on preventing failure or avoiding crisis and shifting their energy toward creating new growth opportunities and seeking fresh success strategies. Узнать больше