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Articles & White-papers

Developing Great Leaders: Integrating Leadership Character and Skills (Point of View Paper)

Developing Great Leaders

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

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3 Strategies for Peak Sales Performance: How to Create Renewable Competitive Advantage (Point of View Paper)

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

3 Vital Strategies to Protect Your Customer Base: How to Retain Your Most Profitable Accounts

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. learn more

3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude

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. learn more

8 Tips for Team Survival in the Current Economy

With shifting consumer demands, disruptive new technologies and unpredictable financial dynamics, today's organisations 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 organisation responsible for flawlessly executing these complex, ever-changing strategies is the team. learn more

A Leadership Development Approach: Integrating Essence and Form (Point of View Paper)

From our 40-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

The ABCs of Sales Coaching: Essential Tips to Amplify Your Team’s Performance

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. learn more

Aligning the Selling and Buying Processes: A Consultative Selling Approach

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. learn more

Approach to Learning: How We Enhance Human Performance Through Learning (Point of View Paper)

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. learn more

Assessment Technology in The Age of Hyper-competition (Point of View Paper)

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." learn more

Balancing the Consultant and Strategist Roles: Managing the 4 Sides of Sales is Key to Highly Effective Selling Skills

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. learn more

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