Annual Leadership Survey Results: Are Your Organizations Doing Enough to Develop the Next Generation of Leaders?

For the second year, Training magazine and Wilson Learning Worldwide have teamed up to conduct the Annual Leadership Survey focused on creating effective leaders and preparing the next generation of leaders. Join us for this complimentary webinar to learn the key findings from this study and examine the specific actions that L&D organizations are doing to effectively prepare the next generation of leaders.

Are You Managing or Leading Your Salespeople? Three Keys to Driving Sales Performance

Presented by Michael Leimbach, Ph.D., and David Yesford of Wilson Learning, this webinar unpacks the research on improving sales performance and focuses on three keys to effective sales leadership. You will discuss how sales manager leadership has the single biggest impact on salesperson performance and learn how effective sales leadership is not just looking at where your salespeople have been but where they are going.

Client Engagement in a Hybrid Selling Environment

It has been a tough year for salespeople! As we emerge from the peak business impact of the pandemic, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. In this session, you will learn about our Hybrid Sales approach that not only combines virtual and face-to-face interactions but maximizes the value of both.

Creating an Effective Digital Sales Development Strategy

Presenters: Michael Leimbach, Ph.D. VP, Global R&D, Wilson Learning Worldwide and David Yesford, Sr. VP, Wilson Learning Worldwide
How do we accelerate the digital transformation of sales enablement in a way that is effective and engaging? The answer is a learning strategy that integrates skill development and reinforcement with their performance improvement goals. The right approach—implemented in digital, virtual, and blended environments—gives organizations the power to connect and engage all members of the organization and drive performance improvement to achieve business results.

Developing Ethical Leaders from the Ground Up

Each day, we experience the pain caused by unethical leaders. In this webinar, we will examine best practices organizations can take to avoid these hidden costs of unethical behavior, and why organizations must commit to developing both the leadership character and the leadership skill set of their leaders. Attendees will learn key actions L&D can take to promote ethical leadership in their organization.

Fill Your Pipeline with Wins: Three Effective Prospecting Strategies to Generate Qualified Leads

The numbers don’t lie—prospecting is challenging. Success in 2022 will be achieved by those who strategically focus on filling their pipeline with the right high-quality prospects. In this important webinar, we will examine a proven prospecting process that helps your salespeople focus on the right prospects, construct compelling access messages, and maintain a positive mindset to get past the “no’s” from unqualified prospects and uncover qualified opportunities.

In this session you will gain insight into how to strategically identify and access prospects who are a good match, both for you and them.

How to Help Leaders Reverse the Great Resignation

For the sixth year, Training magazine and Wilson Learning Worldwide teamed up to conduct the Annual Leadership Survey, which focuses on what organizations are doing to develop effective leaders in these constantly changing times. The results provide organizations with a clear roadmap to achieve a greater return on their leadership development investments as they strengthen their culture and bolster employee engagement. Join Lorri Freifeld, Editor/Publisher of Training magazine, and Dr. Michael Leimbach, VP of Global Research and Development for Wilson Learning, for this valuable webinar.

Hybrid Selling: Five Keys to Client Engagement in Today’s Selling Environment

It has been a tough couple of years for salespeople! As we emerge from the peak of the pandemic’s impact on commerce, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. Gaining and maintaining customer engagement when your face-to-face meetings are limited can be difficult. In this session, you will learn about our Hybrid Sales approach that not only combines virtual and face-to-face interactions but maximizes the value of both.

Never Bargain, but Always Be Prepared to Negotiate—How to Coach Your Sales Team

Do you or your salespeople rely on discounts to win deals? Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn a proven process for strengthening the relationship with the customer while keeping a good profit for your organization.

Only 25% of Salespeople Sell to Value: Make Your Sales Team Part of the 25%

Presenters: Michael Leimbach, Ph.D. VP, Global R&D, Wilson Learning Worldwide and David Yesford, Sr. VP, Wilson Learning Worldwide
94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this. Today, needs-based selling, while necessary, is not sufficient enough to differentiate yourself in a crowded marketplace. Instead of asking the same questions and collecting the same data as your competitors, your salespeople should be engaging buying executives in business impact discussions. Salespeople need to sell based on how customers define value. By understanding how your customers create value and selling to that value, you set yourself apart from other salespeople who sell only to known needs.

Selling to Multiple Decision-Makers: Three Keys to Success

Every salesperson knows that an individual rarely makes important buying decisions and complex sales—multiple decision-makers are the rule rather than the exception. Yet few salespeople know how to effectively untangle the complexities associated with influencing numerous people with various priorities in making a single buying decision. In this webinar, our experts will share what they have learned from decades of experience helping sales organizations adapt their sales approaches to selling more effectively to multiple decision-makers.

Selling to Value: Discovering Beyond Stated Needs

In this webinar presented by David Yesford and Michael Leimbach, Ph.D., of Wilson Learning, you will learn what your salespeople need to understand about selling to value, how the customer creates value, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

Selling to Value: The Impact of Post-Sale Support on Success

Top sales performers know that securing a sale is not the final goal but the first step in acquiring a loyal customer who will champion your solutions. The quality of after-sales support significantly impacts the success of the next sales opportunity and that of the sales team. Join us for this webinar where you'll learn the critical actions salespeople need to take to ensure that the first sale results in the next sale.

The Art of Selling to Multiple Decision Makers

Want to learn a proven strategy for influencing buying teams? Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn how to adapt your sales process for dealing with multiple decision makers.

Versatility: The Secret Weapon of Today’s Salesforce

What if your salespeople could more easily connect with customers and build greater trust? In this webinar, we will describe how your salespeople can improve their versatility to build stronger customer relationships and improve sales performance.

Versatility: The Secret Weapon of Today’s Salesforce

Research shows that salespeople only genuinely connect with 25% of their customers, leaving the other 75% with unmet needs and you with lost deals. What if there was a skill that could improve your salespeople’s performance by 50%? Join us for this important webinar to learn more about the skill of versatility and how your salespeople can use it to build stronger customer relationships and improve sales performance.