Michael Leimbach
Michael Leimbach博士，担任Wilson Learning全球研究和设计副总裁。Leimbach博士拥有超过25年的专业经验，带领团队进行诊断、学习和绩效提升等方面的研究和设计。他曾带领研究销售、领导力和组织有效性；并制定了Wilson Learning的影响力评估和投资回报模型。Leimbach博士曾为多家全球公司担任研究顾问，曾在ADHR专业杂志担任主辑，并曾在ISO技术委员会TC232担任领导角色 — 制定学习服务供应商的标准。他有四本合著书籍并发表了大量的专业文章，也经常在美国和全球会议中发表演讲。
Written By Michael Leimbach
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文章: 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 organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. 了解更多
文章: 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" has changed to "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. 了解更多
博客: Are your customers buying differently? You bet. (24 September 2012)
New technology is changing the buying process. In the past, customers had little information about providers available to them and it was difficult to make direct product comparisons. Today, customers have multiple resources with which to identify, screen, and select vendors without contacting them and often reject sellers before the seller even knows they have been screened out. In fact, an American Marketing Association report indicates that 80% of customers find sellers before sellers find the customer. This is a significant change in how buyers buy and requires an equally significant change in how sellers sell. 了解更多
研究: Are Your Next-Gen Leaders on Track? Survey Conducted by Wilson Learning Worldwide for Training Magazine
For the second year, Training magazine and Wilson Learning teamed up to conduct a leadership development survey. More than 500 respondents shared their insights for effective leadership. Discover specific key actions your organization can implement to prepare the next generation of leaders. 了解更多
博客: Are your sales managers adding value? (25 April 2013)
Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organizations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance. 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
e-Book: Developing the Hearts and Minds of Leaders
Effective leadership requires both leadership skills and leadership character (the heart and mind of the leader). Yet, most leadership development programs only address leadership skills and competencies. 了解更多
研究: Developing Tomorrow’s Leaders Today: Survey Conducted by Wilson Learning Worldwide for Training Magazine
Effective leadership development is critical, especially now. We surveyed more than 500 L&D professionals about their leadership efforts for developing the next generation of leaders. Read the results of this research study conducted by Training magazine and Wilson Learning Worldwide. 了解更多
研究: Enhancing Sales Performance Through Negotiation Skills
In today's business era, it is a given that to be effective, salespeople need to embrace the art of negotiation. However, there have been few studies that demonstrate the impact of negotiation skills development on sales performance and business results. 了解更多
研究: For Increased Sales Performance: Invest in Manager Training
While the concept of training sales managers to coach to the specific skills their salespeople are learning is not new, many organizations are reluctant to make the investment. This has largely been due to the difficulty of justifying the expense. The studies reported here provide clear and convincing evidence that sales manager training produces a positive ROI. That is, the costs of sales manager training added only about 20% to the costs of sales training, but produced a 59% (59:1) ROI for the organization. 了解更多
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