David Yesford | Wilson Learning Worldwide Inc.
 

David Yesford

David Yesford David Yesford

David Yesford, Senior Vice President of Wilson Learning Worldwide, has nearly 30 years of experience developing and implementing human performance improvement solutions around the world. He brings valuable experience, strategic direction, and global perspective to his work with clients. Mr. Yesford is an active member of the Wilson Learning Global Executive Board, with current responsibility at a global level. Over the years, he has held strategic roles in our core content areas of Sales and Leadership, as well as e-learning and Strategic Consulting. He has also held managing director positions in both China and India. Mr. Yesford is the contributing author of several books, including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia Pacific. Mr. Yesford frequently speaks at international conferences and summits, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

Written By David Yesford

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Blog:  Accepting the role of Romeo (19 August 2020)

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? Узнать больше

Article:  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. Узнать больше

Article:  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 espresso! Узнать больше

Blog:  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. Узнать больше

Article:  Delivering business value through learning & development: Three strategies to maximise 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 maximise the value of L&D's business role within the organisation. Узнать больше

Blog:  Don’t go into the woods! Horror stories from the sales field (22 July 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 at the cinema, what are you saying to yourself, maybe even yelling at the screen? “Don't go . . . Don't go into the woods!” Узнать больше

Article:  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

Article:  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

Blog:  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. Узнать больше

Blog:  Filling your pipeline with the right kinds of prospects: Part 1 of 3: Target the right suspects (19 August 2020)

The most successful salespeople know how to identify a good prospect. Instead of playing a numbers game, they ask, "Which companies are most likely to be good for us?" By knowing their ideal customer, salespeople can make earlier go/no-go decisions and invest their time in a smaller group of companies most likely to offer good business opportunities. Узнать больше

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