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Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

>>> learn more

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3 Keys to Effective Virtual Delivery (Infographic): A Salesperson’s Guide to Better Engage Customers During Virtual Solution Presentations

To be successful today, salespeople need to engage customers in the solution they are offering, whether presenting virtually or face-to-face. Getting and keeping a customer engaged over a virtual meeting platform, such as Zoom or Microsoft Teams, can be challenging—the last thing a salesperson wants to see is customers glancing at their phones, multitasking, or checking out completely. Salespeople need to understand how to capture the audience’s attention and engage them in action. learn more

3 Strategies for Peak Sales Performance: How to Create Renewable Competitive Advantage (Point of View Paper)

Traditionally, a company could win long-term advantages with new products, or dominate with deep pockets and massive size, or capture markets with widespread brand recognition and global presence. Today, these attributes may produce a temporary market advantage, but may also create a competitive disadvantage. learn more

3 Virtual Selling Myths Debunked (Infographic): The Reality Behind Common Misconceptions in Today’s Virtual Selling Environment

As salespeople struggle to access and engage customers in this new environment, the topic of virtual selling has understandably received a lot of attention. Check out the infographic below to discover the realities behind the common myths of virtual selling that we’ve heard from our customers. learn more

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. learn more

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. learn more

8 Tips for Team Survival in the New Economy

With shifting consumer demands, disruptive new technologies, and unpredictable financial dynamics, today's organizations have to be more agile and work faster to adapt if they want to thrive in the new economy. While senior leaders need to always be looking forward, anticipating trends and making decisions just ahead of the curve, the unit of the organization responsible for flawlessly executing these complex, ever-changing strategies is the team. learn more

The ABCs of Sales Coaching: Essential Tips to Amplify Your Team’s Performance

What would a 29% increase in top-line salesforce performance mean to your organization? Our research shows that when sales managers have the right skills, the single action of coaching has the greatest impact on the performance of your salesforce. learn more

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. learn more

Approach to Learning: How We Enhance Human Performance Through Learning (Point of View Paper)

Learning, the acquisition of new skills, knowledge, and capabilities, always occurs within the context of human performance improvement! Wilson Learning approaches every client situation from this perspective. That is, we begin with a process of understanding the client's needs, expectations, situation, and problems. learn more

Assessment Technology in The Age of Hypercompetition (Point of View Paper)

As markets heat up all over the world, companies strive to develop strategies and tactics to contend with today's dynamic conditions, or at least survive them. "Hypercompetition is an environment of intense change in which flexible, aggressive, innovative competitors move into markets easily and rapidly, eroding the advantages of the large and established players." learn more

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