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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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October 18, 2016 - Learning and Development as a Strategic Voice in the Organization

By David Yesford

To address this crucial role of connecting talent development to an organization’s complex growth strategies, L&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. Let’s explore three key principles that point the way to becoming a trusted L&D adviser. learn more

January 27, 2016 - Successful Sales Enablement: Bridging the Gap between Strategy and Execution (As seen on Selling Power blog)

By Wendy Mack

In working with sales organizations around the globe, I have found that everyone wants a piece of the sales force. Internal functions such as marketing, training and development, R&D, and sales operations all have information they want to get out to sales. When these functions aren’t working together, the result tends to be costly chaos. learn more

April 7, 2015 - Accepting the Role of Romeo

By David Yesford

Be careful; it is easy to be drawn into accepting the role of Romeo, but if you do, you know how it ends! How do you move out of the expected roles of customer and vendor with well-defined roles and expectations to a side-by-side dialog that supports your customer’s expectation of value? learn more

February 3, 2015 - It’s Not What Happens to You, but How You React to It

By David Yesford

“Thanks for the $25.” Learn how you can use "self talk" to get past the negativity of sales rejection, and create a positive approach that achieves results. learn more

September 26, 2014 - RFPs… So You’re Telling Me There’s a Chance!

By David Yesford

“So you’re telling me there’s a chance. Yeah!” Sound familiar? You probably recognize these classic lines from the movie Dumb and Dumber, starring Jim Carrey as Lloyd Christmas, the eternal optimist. I’m not saying all requests for proposals (RFPs) are like this, but it sure does feel like it sometimes. learn more

August 26, 2014 - This is My Best and Final Offer!

By David Yesford

Over the years, my travels have often taken me to India. Some of the most fascinating experiences I’ve encountered while there have occurred at the Indian markets, including one particular experience at the Dilli Haat market in the central part of Delhi. learn more

March 12, 2014 - Don’t Go Into the Woods! Horror Stories from the Sales Field

By David Yesford

It is a damp night, fog rolling in. A wolf howls as eerie music plays in the background. A woman appears, blood on her hands. Alone and scared, she stumbles out of the house and down creaky stairs, looking out across a wide yard. At the edge of the yard is a dark entrance to the woods. The woman looks around, then heads slowly toward the woods. If you are sitting in the movie theater, what are you saying to yourself, maybe even yelling at the screen? “Don't go . . . Don't go into the woods!” learn more

January 31, 2014 - Harvard PON - Top 10 Negotiation Failures

By Michael Leimbach and Anthony Pacifico

Harvard Law School’s Harvard Program on Negotiation recently came out with their list of Top 10 Negotiation Failures for 2013. What can this list of Top 10 Negotiation Failures tell us about the value of Principled Negotiation and Wilson Learning’s NTY program? learn more

October 9, 2013 - The fundamental Currency of Engagement: How Energy is being used not time spent

By Tom Roth

Recent research has indicated that a large majority of managers understand the importance of employee engagement to achieving business results. Yet, further research over the last few years shows that the number of employees who report being fully engaged is decreasing to dangerously low levels. Why is this? learn more

September 25, 2013 - Hot Pursuit of a Win Can Backfire

By David Yesford

Salespeople love to win, but hate to lose. And sales management applauds this drive, and wants to help salespeople win, but win the right business. The key is, the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable. learn more

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