6 Strategies to Boost the Impact of Your Learning

In this webinar, you’ll learn 6 strategies to elevate any learning effort from program to performance improvement initiative. You will learn to align learning with your organization’s strategy to secure successful business outcomes, expand your view of the learning initiative to encompass application to the job, and elevate your learning implementation to a strategic initiative by leveraging the 6 best practices.

Annual Leadership Survey Results: Are Your Organizations Doing Enough to Develop the Next Generation of Leaders?

For the second year, Training magazine and Wilson Learning Worldwide have teamed up to conduct the Annual Leadership Survey focused on creating effective leaders and preparing the next generation of leaders. Join us for this complimentary webinar to learn the key findings from this study and examine the specific actions that L&D organizations are doing to effectively prepare the next generation of leaders.

Are You Managing or Leading Your Salespeople? Three Keys to Driving Sales Performance

Presented by Michael Leimbach, Ph.D., and David Yesford of Wilson Learning, this webinar unpacks the research on improving sales performance and focuses on three keys to effective sales leadership. You will discuss how sales manager leadership has the single biggest impact on salesperson performance and learn how effective sales leadership is not just looking at where your salespeople have been but where they are going.

Boosting Training Results with Learning Transfer and Manager Involvement

Join Wilson Learning and Training Magazine for a live webinar to learn how to drive manager involvement and support learning initiatives in your organization.

Calling on Executives: The Secrets They Won’t Tell Your Salespeople

In this webinar, we will examine insights to unlock the secrets that executives will not tell your salespeople but expect them to know. Specifically, we will explore how to discover the critical factors that drive how executives think about their business, as well as how to connect your services to their issues with real value, as defined by the customer.

Client Engagement in a Hybrid Selling Environment

It has been a tough year for salespeople! As we emerge from the peak business impact of the pandemic, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. In this session, you will learn about our Hybrid Sales approach that not only combines virtual and face-to-face interactions but maximizes the value of both.

Closing Sales: Three Winning Strategies to Change the Game

Salespeople are always searching for THE tip or phrase that will help them close. However, closing is more than a magic phrase or specific technique. Each client and opportunity is unique and requires focusing on the value of the solution to the customer. In this webinar, we will explore 3 elements of the closing process and the mistakes salespeople make that derail the sale and their relationship with the customer.

Competitive Superiority: 3 Strategies to Outmaneuver the Competition

In this webinar, we will examine how to look at a current sales opportunity based on your understanding of what the customer values. You will learn how to create a value map that plots your position relative to the customer’s perception of value, and relative to the competition. Plus, discover how to identify three strategies to develop your next moves, while anticipating the moves of your competition and the customer.

Creating an Effective Digital Sales Development Strategy

Presenters: Michael Leimbach, Ph.D. VP, Global R&D, Wilson Learning Worldwide and David Yesford, Sr. VP, Wilson Learning Worldwide
How do we accelerate the digital transformation of sales enablement in a way that is effective and engaging? The answer is a learning strategy that integrates skill development and reinforcement with their performance improvement goals. The right approach—implemented in digital, virtual, and blended environments—gives organizations the power to connect and engage all members of the organization and drive performance improvement to achieve business results.

Developing Ethical Leaders from the Ground Up

Each day, we experience the pain caused by unethical leaders. In this webinar, we will examine best practices organizations can take to avoid these hidden costs of unethical behavior, and why organizations must commit to developing both the leadership character and the leadership skill set of their leaders. Attendees will learn key actions L&D can take to promote ethical leadership in their organization.

Fill Your Pipeline with Wins: Three Effective Prospecting Strategies to Generate Qualified Leads

The numbers don’t lie—prospecting is challenging. Success in 2022 will be achieved by those who strategically focus on filling their pipeline with the right high-quality prospects. In this important webinar, we will examine a proven prospecting process that helps your salespeople focus on the right prospects, construct compelling access messages, and maintain a positive mindset to get past the “no’s” from unqualified prospects and uncover qualified opportunities.

In this session you will gain insight into how to strategically identify and access prospects who are a good match, both for you and them.

Fill Your Pipeline with Wins: Three Effective Prospecting Strategies to Generate Qualified Opportunities

In this webinar, we will examine a proven prospecting process that helps your salespeople focus on the right prospects, construct compelling access messages, and maintain a positive mindset to get past the “no’s” from unqualified prospects and uncover qualified opportunities.

How L&D Can Develop Leaders People Choose to Follow

In this webinar, we will help you sharpen your perspective on the critical skill set and mindset required of today’s leaders. We will share with you a framework to help you assess how you are addressing these two core leadership components in your development efforts.

How to Help Leaders Reverse the Great Resignation

For the sixth year, Training magazine and Wilson Learning Worldwide teamed up to conduct the Annual Leadership Survey, which focuses on what organizations are doing to develop effective leaders in these constantly changing times. The results provide organizations with a clear roadmap to achieve a greater return on their leadership development investments as they strengthen their culture and bolster employee engagement. Join Lorri Freifeld, Editor/Publisher of Training magazine, and Dr. Michael Leimbach, VP of Global Research and Development for Wilson Learning, for this valuable webinar.

How to Keep Your Sales Team from Bargaining Away Your Profits

In this webinar, you will learn what your salespeople must do to negotiate successfully without bargaining away your profits. As a result, your salespeople will be able to negotiate in a way that strengthens the relationship with the customer while keeping a good profit for your organization.

Hybrid Selling: Five Keys to Client Engagement in Today’s Selling Environment

It has been a tough couple of years for salespeople! As we emerge from the peak of the pandemic’s impact on commerce, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. Gaining and maintaining customer engagement when your face-to-face meetings are limited can be difficult. In this session, you will learn about our Hybrid Sales approach that not only combines virtual and face-to-face interactions but maximizes the value of both.

Insights from Training Magazine's Strategic L&D Best Practice Survey: We Talk the Talk, But Do We Walk the Walk?

Whether you are just beginning to tackle this issue or have a “seat at the table,” this webinar will help you understand the data and benchmark yourself for valuable insights. In this webinar, we will summarize important findings from this data, and examine the specific actions that strategic L&D organizations are taking that separate them from other organizations.

Never Bargain, but Always Be Prepared to Negotiate—How to Coach Your Sales Team

Do you or your salespeople rely on discounts to win deals? Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn a proven process for strengthening the relationship with the customer while keeping a good profit for your organization.

Only 25% of Salespeople Sell to Value: Make Your Sales Team Part of the 25%

Presenters: Michael Leimbach, Ph.D. VP, Global R&D, Wilson Learning Worldwide and David Yesford, Sr. VP, Wilson Learning Worldwide
94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this. Today, needs-based selling, while necessary, is not sufficient enough to differentiate yourself in a crowded marketplace. Instead of asking the same questions and collecting the same data as your competitors, your salespeople should be engaging buying executives in business impact discussions. Salespeople need to sell based on how customers define value. By understanding how your customers create value and selling to that value, you set yourself apart from other salespeople who sell only to known needs.

Selling to Multiple Decision-Makers: Three Keys to Success

Every salesperson knows that an individual rarely makes important buying decisions and complex sales—multiple decision-makers are the rule rather than the exception. Yet few salespeople know how to effectively untangle the complexities associated with influencing numerous people with various priorities in making a single buying decision. In this webinar, our experts will share what they have learned from decades of experience helping sales organizations adapt their sales approaches to selling more effectively to multiple decision-makers.

Selling to Value: Discovering Beyond Stated Needs

In this webinar presented by David Yesford and Michael Leimbach, Ph.D., of Wilson Learning, you will learn what your salespeople need to understand about selling to value, how the customer creates value, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

Selling to Value: The Impact of Post-Sale Support on Success

Top sales performers know that securing a sale is not the final goal but the first step in acquiring a loyal customer who will champion your solutions. The quality of after-sales support significantly impacts the success of the next sales opportunity and that of the sales team. Join us for this webinar where you'll learn the critical actions salespeople need to take to ensure that the first sale results in the next sale.

Selling to Value: Uncovering Needs Beyond What the Customer Sees

In this webinar, you will learn what your salespeople need to understand about the customer’s value chain, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

The 3 Keys to Effective Coaching: Getting the Most Out of Your Sales Managers

Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn the keys to ensure successful coaching in your organization.

The Art of Selling to Multiple Decision Makers

Want to learn a proven strategy for influencing buying teams? Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn how to adapt your sales process for dealing with multiple decision makers.

The Art of Selling to Multiple Decision Makers

Join Wilson Learning and Sales & Marketing Management magazine for a live webinar to learn how to adapt your sales process for dealing with multiple decision makers.

Versatility: The Secret Weapon of Today’s Salesforce

Research shows that salespeople only genuinely connect with 25% of their customers, leaving the other 75% with unmet needs and you with lost deals. What if there was a skill that could improve your salespeople’s performance by 50%? Join us for this important webinar to learn more about the skill of versatility and how your salespeople can use it to build stronger customer relationships and improve sales performance.

Versatility: The Secret Weapon of Today’s Salesforce

What if your salespeople could more easily connect with customers and build greater trust? In this webinar, we will describe how your salespeople can improve their versatility to build stronger customer relationships and improve sales performance.

Webinar: 3 Strategies to Increasing Close Rates and Profitability

3 Strategies to Increasing Close Rates and Profitability

In this webinar, we will explore how to identify high-probability and high-profitability opportunities. It starts with understanding what the customer organization is trying to accomplish, collecting compelling evidence, and analyzing opportunities to make an informed go/no-go decision to pursue an opportunity. Learn how to increase close rates and reduce no-decision rates with this disciplined approach.

Webinar: Are Sales Leaders Managing for Top Performance?

Are your Sales Leaders Doing Enough to Ensure Your Top Performers are Fully Engaged?

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Learn steps sales managers can take to lead their salespeople to full engagement and higher performance.

Webinar: Are You Managing Sales Through The Rearview Mirror?

Leading indicators of sales performance

Examine a forward thinking sales leadership process—one that identifies the “leading indicators” of sales performance, finds ways to track them, and focuses energy on reviewing and coaching to them.

Webinar: Are You Selling the Way Your Customers Are Buying?

Are You Selling the Way Your Customers Are Buying? Strategies to Align Your Sales Process with Your Customer

Who’s driving the sales process? Today, it’s the customer. Find out if your sales process is obsolete.

Webinar: Changing the Game: Strategies to Help Your Sales Team Differentiate Themselves

Changing the Game: Strategies to Help Your Sales Team Differentiate Themselves

In this webinar, we will explore how to differentiate yourself from the perspective of the customer’s experience with your offering. Specifically, you will learn how your customers identify a need, shop for and use the solution, and finally stop using your product or service.

Webinar: Customer Experience Is the New Black: The Key to Revenue Generation in the 21st Century

In this webinar, we will explore how to develop a branded customer experience that enhances the perceived value of your company, while impacting revenue. Specifically, you will learn the risks you face when your customer experience does not consistently meet customers’ expectations, the key ingredients to every customer experience encounter, and the areas that are crucial to transforming your customers’ experience with your brand.

Webinar: Earning the Status of a Trusted Advisor

Earning the Status of a Trusted Advisor: Possessing the Mindset and Skillset to Align Value to Customers’ Challenges

In this important webinar, we will examine what is required to earn the trust of customers and how to build strategic relationships that add real value to your organization.

Webinar: Never Bargain... But Always Be Prepared to Negotiate

Never Bargain… But Always Be Prepared to Negotiate–How to Coach Your Sales Team

Learn the key to negotiating and not bargaining, with the goal of improving your top- and bottom-line, and keep long-term customers.

Webinar: No One Needs Training: How to Contribute Strategic Value

As organizations strive to address their clients’ critical business issues, T&D professionals play a vital role in creating and implementing talent development solutions for their organizations. To address this crucial role of connecting talent development to an organization’s complex growth strategies, T&D must strategically go beyond the need expressed by one person, one department, or one executive and help to define what the business truly needs. After all, no one needs training . . . they need the outcomes of training.

Webinar: Sales Manager's 1st 90 Days Playbook

The Sales Manager’s 1st 90 Days Playbook: Salesperson’s Post-Training Development

Learn the value of manager involvement in training initiatives, and receive an audit to help you apply these strategies to your situation.

Webinar: Scaling the 3 Barriers to Effective Sales Coaching

Scaling the 3 Barriers to Effective Sales Coaching

Our research shows there are 3 main barriers to sales manager coaching, which we call the three “NOs”: No Coaching Skills, No Time to Coach, and No Motivation to Coach. Join us for this webinar and we will describe the three “NOs” and what you can do to overcome them.

Webinar: Strategies to Differentiate Your Offering

Stand Out in the Crowd: Strategies to Differentiate Your Offering

Learn how to differentiate yourself from the perspective of the customer’s experience with your offering.

Webinar: Strategies to Increasing Win Rates and Profitability

The discipline required in identifying high-probability and high-profitability opportunities starts with understanding clearly and accurately what the customer organization is trying to accomplish. Learn the three questions you need to answer to make the best go/no-go decisions.

Webinar: Value Creation

Value Creation: The Next Step in Competitive Superiority

Sales organizations often look at the competition as the enemy that must be beaten! You need to shift the rules of the game from competing against the competition to competing on behalf of the customer. Learn an approach to understanding value to the customer, and how specific moves and strategies affect the customer and disable the competition.

Webinar: Versatility: The Secret Weapon of Today's Salesforce

Versatility: The Secret Weapon of Today's Salesforce

In this webinar, we will describe how your salespeople can improve their versatility to build stronger customer relationships and improve sales performance.