Michael Leimbach | Wilson Learning Worldwide Inc.
 

Michael Leimbach

Michael Leimbach Michael Leimbach

Michael Leimbach, Ph.D., is a globally recognised expert in instructional design and sales development, sharing his message that it is not about what you learn but what you use. His approach has been adopted by numerous Global 1000 organisations in Australia, England, Germany, Japan, South Korea, Taiwan, and throughout the United States. Dr. Leimbach is Vice President of Global Research and Development for Wilson Learning Worldwide. With more than 25 years in the field, he provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and performance improvement capabilities. He has managed major research studies in sales, leadership, and organisational effectiveness. Dr. Leimbach also developed Wilson Learning’s impact evaluation capability and return on investment models. He has served as a research consultant for a wide variety of global client organisations, is the Editor-in-Chief of the Advances in Developing Human Resources professional journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has authored six books, published numerous professional articles, and is a frequent speaker at national and global conferences.

Written By Michael Leimbach

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Article:  Sales leadership: Two key actions that increase sales performance

It happens all the time: The top salesperson gets promoted to sales manager. The organisation soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and, may in fact be detrimental to the sales role. Узнать больше

Article:  Sales versatility in the pharma industry: Connecting with customers every time

As a sales leader, you also may have noticed how much easier it is for salespeople to connect with some physicians than others. Sometimes the same approach that was successful in one case was completely ineffective in another. And some established relationships end up being downright difficult — fraught with tension and frequent communications issues and misunderstandings for reasons that are hard to understand. Узнать больше

Article:  Selling to multiple decision-makers: Warning: Major delay ahead!

More than 85 percent of sales opportunities involve multiple decision-makers, most salespeople are ill-prepared to sell to decision-making teams. The ability to effectively deal with multiple decision-makers can mean the difference between success and failure in your sales numbers. Read how the key to success involves mastering three sales skills. Узнать больше

Article:  Selling to value: The art and science of discovery

94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organisations to use and sell to value. Read how sales organisations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. Узнать больше

Article:  Selling virtually: Everything has changed, yet nothing has changed

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counsellor Approach to selling. In this article, we'll examine how success for your organisation comes from recognizing what has changed and what has not. Узнать больше

Article:  Social Styles versatile communication: Avoiding the hidden costs of communication misalignment

How has your organisation responded to falling consumer demand and slower sales in the current economic climate? If yours is like most, you've probably experienced a variety of cost cutting measures; layoffs, downsizing, restructuring, reorganisation as well as, hiring and pay freezes. While these kinds of changes have been necessary for survival, they can wreak havoc on overall performance in unexpected ways. Узнать больше

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

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

e-Book:  Special Rerelease: How to Sell to Value 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. Узнать больше

Article:  Strategic selling: Outmanoeuvre the competition

Salespeople often believe they know what the customer wants and needs, based on their own company's value proposition and one or two discovery conversations with trusted contacts. Salespeople may be responding to an RFP that spells out the official requirements—information that is shared with all bidders. In fact, this information only tells part of the story and will not really help the salesperson clearly understand how the customer sees value. Узнать больше

Article:  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. Узнать больше

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