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Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organisations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

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Designing an Effective Learning Journey: Why Maximizing Manager Involvement Can Boost Performance Impact by More Than 40%

You’ve seen the technology, you like the customization options, and you understand the impact, but before you implement a learning journey in your organization, what are the key “must haves” that ensure new skills are effectively applied and transferred to the job? Manager support and coaching get results, but which approach is actually proven to boost learning transfer, drive application, and improve performance? Узнать больше

Developing great leaders: Integrating leadership character and skills (Point of View paper)

What makes a great leader? At Wilson Learning, we believe how leaders view their purpose, and integrate both skills and character, is critical for leadership success. Discover this proven framework for developing great first-level, mid-level, and executive level leaders in your organisation Узнать больше

Developing the Hearts and Minds of Leaders (e-Book)

Effective leadership requires both leadership skills and leadership character (the heart and mind of the leader). Yet, most leadership development programmes only address leadership skills and competencies. Узнать больше

Don't be blindsided by the competition: Know what the customer really values

The salesperson in this example was sure he knew what the printing manager was looking for—she frequently told him how much she prized his company's quality, reliability and service. What he didn't know was that the buying committee included several finance people and a key user who were very concerned about price, rather than all the extra service the salesperson emphasised in his proposal. Узнать больше

Don't leave good business on the table: Five negotiation strategies for win-win sales

Everyone wants to make the sale in this challenging economy, and it's hard to resist the temptation to cut the margin, reduce the price or give away "value adds" the customer really should pay for. Of course, everyone is being squeezed. Customers are pressured to control costs and, limit spending, while salespeople feel they are forced to compete on price. Узнать больше

Earning the status of trusted advisor

While it is all well and good—even honourable—to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today's buying environment? Узнать больше

Employee engagement: The leader's role (Point of View paper)

We've all heard about organisations with great strategies that somehow fail to execute in the marketplace. We also know of organisations that have long-term, highly satisfied customers who, for some mysterious reason, stop buying. Узнать больше

Engagement starts with your leaders: Create a culture of high energy and commitment through the 4 levels of leadership

The dilemma for many leaders is that employees have been through—and continue to go through—so much change and upheaval that they are questioning whether they have the energy to engage in helping to drive the organisation forward. To be successful, it’s imperative that leaders create a culture of new energy and excitement—engagement—within the organisation. Узнать больше

Executive calling: The wisdom behind calling higher

94% of executives say that it is important that salespeople engage executives in a business impact discussion. Yet, only 19% of them say that salespeople do that effectively. Gain insights to help your salespeople engage decision makers more credibly. Узнать больше

Executive leadership's dual role: Evolving the future & honoring the past: An interview with Tom Roth, COO, Wilson Learning Worldwide

Executive leadership has two roles: evolving the future and honoring the past. The new interview with Tom Roth, COO at Wilson Learning Worldwide, provides insights for today’s executive leader as they balance promoting change that moves the organization forward while protecting and holding on to the enduring tenets of the organization, such as the mission, values, and culture. Узнать больше

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