David Yesford
David Yesford担任Wilson Learning全球高级副总裁，在制定和实施人力绩效解决方案领域拥有超过27年的经验。他为客户在战略方向和全球化视角方面带来了宝贵的经验。David曾参与销售及领导、在线学习和战略咨询领域的核心内容设计。David目前也是Wilson Learning全球执行委员会的成员。他曾担任中国和印度的总经理职务。他是多本书的特约作者，包括《双赢销售》，《灵活应变销售》，《社交风格手册》和《销售培训图书2》。David是一个活跃的全球演讲者，并在美国、欧洲、拉丁美洲和亚太地区的商业刊物发表了大量的文章。
Written By David Yesford
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文章: 3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude
If your organization is like a lot of sales organizations, 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. 了解更多
博客: Accepting the Role of Romeo (7 April 2015)
Be careful; it is easy to be drawn into accepting the role of Romeo, but if you do, you know how it ends! How do you move out of the expected roles of customer and vendor with well-defined roles and expectations to a side-by-side dialog that supports your customer’s expectation of value? 了解更多
文章: Boost Your Personal Power by Challenging the Way You Think
Personal power is the single biggest “make-or-break” factor in human performance—the factor that ultimately determines success. Beliefs are the fuel of our behavior, and there are four common beliefs that cause most of our negative feelings. In this article, we'll explore how to challenge these beliefs in order to unleash personal power. 了解更多
文章: Changing the Differentiation Game: Creating Real Sales Differentiation Your Customers Value and Competition Cannot Replicate
What if your salespeople could expand your offering and create a highly differentiated solution that represents unexpected business value to your customer, and is hard for the competition to replicate because it is unique to the customer? The very thought may hit you like a triple shot of espresso! 了解更多
博客: Choreographing the Competitive Dance: Planning moves in a competitive environment (10 January 2013)
To choreograph the competitive dance that happens in every selling situation, you first need to understand why people are out on the dance floor in the first place. That sits squarely in understanding what the customer values. 了解更多
文章: Competitive Superiority: Execute Competitive Moves and Countermoves to Win the Business
One of the top challenges of sales leaders is the "inability to communicate value differentiation." To find out what really matters, salespeople need to acquire the perspective of multiple stakeholders, not just make one or two calls. Read this article to learn how to identify the customer's idea of value and the competitive landscape in order to build your sales strategy and position yourself to win. 了解更多
文章: Delivering Business Value Through Learning & Development: 3 Strategies to Maximize the Value of L&D's Role
Senior business leaders increasingly see shortages of skills as a major impediment to executing their business strategies. To handle these oncoming performance gaps the L&D role must move out of the training silo and into the strategic conversation. Discover 3 strategies to help maximize the value of L&D's business role within the organization. 了解更多
博客: Don’t Go Into the Woods! Horror Stories from the Sales Field (12 March 2014)
It is a damp night, fog rolling in. A wolf howls as eerie music plays in the background. A woman appears, blood on her hands. Alone and scared, she stumbles out of the house and down creaky stairs, looking out across a wide yard. At the edge of the yard is a dark entrance to the woods. The woman looks around, then heads slowly toward the woods. If you are sitting in the movie theater, what are you saying to yourself, maybe even yelling at the screen? “Don't go . . . Don't go into the woods!” 了解更多
文章: 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. 了解更多
博客: Factors Guiding your Global Learning Initiatives: What do you count on to be successful? (8 January 2013)
An American and an Indian are rushing to an 11:00 meeting. Just outside the meeting place, each runs into a dear friend they have not seen in 5 years. What happens? You will laugh, but culturally, the American will quickly say hello, say they are late for a meeting, and as they rush for the door, tell the old friend that they will email them to connect. The Indian, on the other hand, will stop and invite the friend to sit down for a cup of coffee. Who is “rude” in this situation? Strikes me that your answer as you are reading this is influenced by your culture. 了解更多
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