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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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Research: A Human Performance Improvement approach to sales effectiveness
High-performing sales organisations have long used well-targeted training to close skill or knowledge gaps critical to their sales force effectiveness, and there have been several studies showing the impact of salesperson training on sales performance. There is also a strong belief that salesperson training alone is not as effective as training combined with changes in the work processes and management of salespeople. Узнать больше
Article: 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. Узнать больше
Blog: 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 suppliers 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. Узнать больше
Research: 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. Узнать больше
Blog: 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 organisations 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. Узнать больше
Article: 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. Узнать больше
Article: Competitive sales strategy: Influencing the decision to win the sale
How does a done deal become undone? Your salesperson had a good relationship with a great contact, the right solution to meet the customer's needs and strong buying signals right up to the last minute. Then came the dreaded call: "Thank you for the proposal, we've decided to go with someone else." So, what happened? Could this loss have been prevented? Узнать больше
Research: Determining the consultant skills required of salespeople
In many industries, it is a given that salespeople need business consultant skills to be effective. However, little has been done to try to define the level of consultant skills required. Some consider strategic-level discovery skills the definition of consultant skill. For others, understanding core operational strategy is required and, for others, the ability to conduct an executive-level sales call is the heart of being a consultative salesperson. Узнать больше
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 programmes only address leadership skills and competencies. Узнать больше
Research: 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. Узнать больше
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