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Michael Leimbach
Michael Leimbach, Ph.D., is a globally recognized 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 organizations 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 organizational 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 organizations, 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: Sales as a Source of Competitive Advantage: How Salespeople Differentiate Their Offering
New competitive realities are forcing organizations to reexamine how their sales force contributes to their competitive advantage. This paper reports on research Wilson Learning has done with five separate organizations to define the role of salespeople in creating differentiation and competitive advantage. learn more
Article: Sales Differentiation Through Enhancing the Value
A recent conversation with a VP of Sales highlighted the frustrations of many sales professionals in this weak economy. "How do we gain the attention of customers when they are being flooded with calls from so many sales reps?" he asked. "How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?" learn more
Article: Sales Leadership: 2 Key Actions That Increase Sales Performance
It happens all the time: The top salesperson gets promoted to sales manager. The organization soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and may in fact be detrimental to the sales role. learn more
Research: Sales Management as a Source of Competitive Advantage
Creating effective sales managers has been a long-term problem for many organizations. Promoting highly effective salespeople to the role of sales manager seems to fail as often as it succeeds, and there is little documented evidence of sales managers' independent contribution to organizational value. learn more
Article: Sales Versatility in the Pharma Industry: Connecting with Customers Every Time
As a sales leader, you also may have noticed how much easier it is for salespeople to connect with some physicians than others. Sometimes the same approach that was successful in one case was completely ineffective in another. And some established relationships end up being downright difficult — fraught with tension and frequent communications issues and misunderstandings for reasons that are hard to understand. learn more
Article: Selling to Multiple Decision-Makers: Warning: Major Delay Ahead!
More than 85 percent of sales opportunities involve multiple decision-makers, most salespeople are ill-prepared to sell to decision-making teams. The ability to effectively deal with multiple decision-makers can mean the difference between success and failure in your sales numbers. Read how the key to success involves mastering three sales skills. learn more
Article: Selling to Value: The Art and Science of Discovery
94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organizations to use and sell to value. Read how sales organizations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. learn more
Article: Selling Virtually: Everything Has Changed, Yet Nothing Has Changed
As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counselor Approach to selling. In this article, we'll examine how success for your organization comes from recognizing what has changed and what has not. learn more
Article: Social Styles Versatile Communication: Avoiding the Hidden Costs of Communication Misalignment
How has your organization responded to falling consumer demand and slower sales in the current economic climate? If yours is like most, you've probably experienced a variety of cost cutting measures; layoffs, downsizing, restructuring and reorganization, and hiring and pay freezes. While these kinds of changes have been necessary for survival, they can wreak havoc on overall performance in unexpected ways. learn more
e-Book: Special Rerelease: How to Sell to Value 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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