Sales Development

Comprehensive List of Sales Programs

Wilson Learning's suite of sales development solutions offers opportunities for growth and continuous learning for salespeople, sales support team members, and sales leaders at every level of experience.


Aligning with Customer Buying Behaviors

Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. learn more

Coaching for Sales Performance

Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This program will enable sales managers to gain a competitive advantage using an effective structured coaching approach that taps their salespeople's potential and leads to improved performance and fulfillment. learn more

Coaching the Counselor Salesperson

The sales manager’s ability to develop and coach their people has a significant impact on sales team results. Learn how to reinforce skill usage of The Counselor Salesperson (CSP) with the program Coaching the Counselor Salesperson. Your sales managers will learn the ABCs of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels. learn more

Conducting Strategic Business Calls: Discovering Critical Success Factors

Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements. learn more

The Consultative Process

The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. learn more

Consulting with Clients

Consulting skills are as important as technological proficiency in today's environment. Consulting with Clients is an intermediate level workshop designed to enable consultants to bring business value to their internal or external clients. Participants will learn how to align solutions to address business priorities and processes and, as a result, achieve increased revenue and customer loyalty. learn more

Counselor Prospecting

When competition is stiff, sales professionals cannot waste time on aimless searching to find new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organizations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing business. learn more

The Counselor Salesperson

The Counselor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counselor Mindset, a mindset that builds profitable, long-term customer relationships. learn more

The Counselor Salesperson: Turbocharging Discovery Agreements

Turbocharging Discovery Agreements is a unique half-day workshop designed specifically for graduates of The Counselor Salesperson. This practical, hands-on workshop helps salespeople deepen their understanding and strengthen their ability to better apply the critical Discovery and Discovery Agreement skills that are the foundation of the Counselor Approach. learn more

Creating Differentiated Offerings

The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. learn more

Customer Relationship Inventory

The Customer Relationship Inventory (CRI) is an insightful assessment tool that measures a salesperson's skill levels in terms of relating, discovering, advocating, and supporting, as perceived by the people he or she serves. Participants will receive useful feedback and development planning based on their customers' perspective. learn more

Global Effectiveness

Global Effectiveness is based on working within the five cultural dimensions. This program will teach participants what types of behaviors to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset. learn more

Inbound Sales Excellence

Inbound Sales Excellence is a compelling customer service program that dramatically improves how call center agents create value for organizations. It helps participants clearly communicate their competence and establish credibility with customers, who in turn will be more likely to respond to questions, accept the agent's recommendations, and remain loyal over the long term. learn more

Interviewing for Selection

Leading for Performance: Interviewing for Selection is structured around the Behavioral Interview Process. This model provides the knowledge, tools, and confidence managers need to prepare for, conduct, and evaluate behavioral interviews. Participants will learn how to develop their own interview questions and objective, fair evaluation criteria. learn more

Managing Competition

The Managing Competition module of the Sales Advantage Series helps high-performing salespeople learn how to outmaneuver the competition. In this module, sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer's point of view. learn more

Managing Decisions

The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity in order to influence the decision in their favor. In this module, sales professionals learn how to manage key stakeholders in the decision process. learn more

Managing Opportunities

The Managing Opportunities module of the Sales Advantage Series helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue. In this module, sales professionals learn about the factors that influence whether a customer will move forward with a buying decision. learn more

Negotiating to Yes (Sales Edition)

Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. learn more

Networking for Success

Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don't have the networks they need to accomplish their goals. learn more

Sales Advantage Series

“Consultative selling”—the ability to understand and link solutions to a customer’s business priorities—is a critical skill but is no longer by itself a differentiator. “Strategic selling” is also required—being a strategist for one’s own organization, selecting high-yield opportunities, and demonstrating business value, all while managing the competition in a way that is beneficial to the customer. learn more

The Sales Leader Manager

The Sales Leader Manager: Leading Salespeople to Success provides sales managers with the framework and skills to enable their sales teams to succeed by achieving higher revenue, customer satisfaction, and long-term profitability. learn more

Sales Leader Navigator

The Sales Leader Navigator diagnoses where your sales leaders are in terms of the Integrated Leadership Model's four roles. This 360-degree feedback instrument also measures the impact your sales leaders are having on the effectiveness of your sales process. learn more

Salesperson Navigator

The Salesperson Navigator diagnoses where your salespeople are in terms of the Consultant / Strategist Model's four roles. Today, selling requires more than personal effectiveness or technical effectiveness (product knowledge). learn more

Signature Service: The Key to Customer Satisfaction®

Signature Service is a practical, results-oriented program that helps service providers at all levels develop and apply the skills necessary to ensure customer satisfaction. Signature Service recognizes four distinct customer conditions and provides specific approaches for successfully responding to each one. Service providers learn how to bring customers to a satisfied level, then confirm customer satisfaction. learn more

Turning Information into Sales

In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. learn more

UPFRONT Persuasion Through Presentation

UPFRONT Persuasion Through Presentation is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop, and Close. learn more

The Versatile Salesperson

The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. learn more