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January 6, 2019 - Quenching Your Customer’s Thirst for Value

Quenching Your Customer’s Thirst for Value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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January 7, 2021 - Want Your Virtual Teams to Deliver Results? Make Sure They Have "People" Skills

By Michael Leimbach

We are at an interesting crossroad in history. Over the past year, the COVID-19 pandemic, combined with a decade-long trend of more dispersed work teams, created a critical challenge to team performance. The ability for teams to meet face-to-face is no longer the norm, let alone a possibility, for most. learn more

October 28, 2020 - Here’s a Thought About Practical Tips for Managing Day-to-Day Employee Virtual Interactions

By Tom Roth and Michael Leimbach

This is the third installment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organizations forward from a new workplace. learn more

August 13, 2020 - Here’s a Thought About Mid-Level Leadership Development

By Tom Roth and Michael Leimbach

This is the second installment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organizations forward from a new workplace. learn more

August 5, 2020 - Here’s a Thought About First-Level Leadership Development

By Tom Roth and Michael Leimbach

This is the first intallment in Wilson Learning’s “Here’s a Thought About . . .” leadership development series. These brief explorations look at challenges faced by L&D professionals and offer thoughts, trends, and tips for preparing well-equipped leaders to lead organizations forward from a new workplace. learn more

July 29, 2020 - Is There a Crisis of Leadership? Developing Well-Equipped Leaders

By Tom Roth and Michael Leimbach

With only 50% of leaders feeling well equipped to lead their organizations in the future, the next crisis your organization may face is a crisis of leadership. In this blog, we'll discuss what qualifies as a leader who is well equipped for an uncertain future and how organizations should approach this leadership development. learn more

January 6, 2019 - Quenching Your Customer’s Thirst for Value

By Michael Leimbach and David Yesford

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert. learn more

February 1, 2018 - Filling Your Pipeline with the Right Kinds of Prospects: Part 3 of 3: Right Message, Right Person

By David Yesford

Identifying the "right" prospects to target is only part of the sales prospecting battle. The key to gaining access is to present the right message to the right person. But to achieve access the salesperson needs to create a relevant message that is compelling to their target prospect’s business. If a salesperson can’t uncover your customer’s problems and needs they don’t stand a chance at selling them a solution. learn more

January 26, 2018 - Filling Your Pipeline with the Right Kinds of Prospects: Part 2 of 3: Convert Your Strong Suspects to Good Prospects

By David Yesford

How can I determine a Strong Suspect from a Good Prospect? People buy for their own reason, not yours and therefore, experienced salespeople know that there needs to be evidence of obvious mutual benefit in a potential sales relationship. When salespeople make the link between what the customer needs and what you have to offer, it becomes easier for salespeople to invest their time into only targeting the strongest prospects. learn more

January 22, 2018 - Filling Your Pipeline with the Right Kinds of Prospects: Part 1 of 3: Target the Right Suspects

By David Yesford

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. learn more

November 9, 2016 - Do you have the stomach for employee engagement?

By Tom Roth

Early in my career, I worked for an NFL quarterback who is now in the Hall of Fame. Late in his career he was having trouble throwing the long passes downfield, and his production dropped off dramatically. The team feared his arm was “dead.“ They ran every test possible to diagnose and fix his arm to no avail. learn more

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