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. learn more
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 organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers.
If your organization is like a lot of sales organizations, 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. learn more
With shifting consumer demands, disruptive new technologies, and unpredictable financial dynamics, today's organizations have to be more agile and work faster to adapt if they want to thrive in the new economy. While senior leaders need to always be looking forward, anticipating trends and making decisions just ahead of the curve, the unit of the organization responsible for flawlessly executing these complex, ever-changing strategies is the team. learn more
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. learn more
What would a 29% increase in top-line salesforce performance mean to your organization? 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" has changed to "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. learn more
Learning, the acquisition of new skills, knowledge, 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 client's needs, expectations, situation, and problems. learn more
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. "Hypercompetition 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." learn more
There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor, and challenger. But today's hypercompetitive 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 organization. learn more