Versatility: The Engine of Success
By Tom Roth, Chief Operating Officer, and Michael Leimbach, Ph.D., Vice President of Global Research and Development, Wilson Learning Worldwide Inc., April 15, 2015
Published in Training Magazine

When interpersonal skills take off, hard results soar. Read more...

3 Ways to Pull Learning Through Your Organization
By Michael Leimbach, Ph.D., Vice President of Global Research and Development, Wilson Learning Worldwide, and Carl Eidson, Ph.D., Vice President, Business Development, Wilson Learning Corporation, January 14, 2015
Published in Training Magazine

Discover how to leverage manager involvement for learning transfer. Conventional wisdom and practical application support the notion that “no job is too big with the right tool.” Read more...

3 Principles for Earning the Status of Trusted Advisor
By David Yesford, Senior Vice President, and Michael Leimbach, Ph.D., Vice President of Global Research and Development, Wilson Learning Worldwide Inc., August 11, 2014
Published in Sales & Marketing Management Magazine

While it is all well and good—even honorable, really—to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today’s buying environment? Research has shown that just telling salespeople to be trusted advisors has not worked: win rates have fallen, no-decision rates have grown. Customer behaviors seem to be saying that they don’t trust salespeople’s intent, and don’t see them as a credible advisor. To address this concern, let’s explore three key principles that point the way to becoming a trusted advisor. Read more...

Becoming a Leader People Choose to Follow
By Tom Roth, Chief Operating Officer, Wilson Learning Worldwide Inc., January 31, 2014
Published in Training Magazine

Character-based (or essence) leadership refers to what is at the core—those qualities of a leader that are driven from the inside out. Read more...

Increase Win Rate and Profitability
By David Yesford, Senior Vice President of Global Marketing and Support, Wilson Learning Worldwide Inc., September 30, 2013
Published in Sales & Marketing Management Magazine

The old adage, “people love to buy, but hate to be sold” is rephrased from the seller side to “salespeople love to win, but hate to lose.” Sales management might say, “I want 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. So how can salespeople, sales managers, and organizations increase win rates and reduce no-decision rates? Read more...

Interpersonal Networking Skills Make Leaders More Effective
By Michael Leimbach, Ph.D., Vice President of Global Research and Development, Wilson Learning Worldwide Inc., May 15, 2013
Published in Training Magazine

Discover the 8 critical skills needed for effective social networking. Read more...

Learning Projects Going Global? Be Prepared!
By David Yesford, Senior Vice President, Wilson Learning Worldwide Inc., May 7, 2013
Published in Training Magazine

As the world emerges from the global economic crisis, the amount of investment in globalization is rapidly increasing, forcing a shift in how we develop and implement global learning initiatives. Read more...

The Leader’s Role in Creating Employee Engagement
By Tom Roth, COO, Wilson Learning Worldwide Inc., March 27, 2013
Published in Sales & Marketing Management Magazine

We’ve all heard about organizations with great strategies that somehow fail to execute in the marketplace. We also know of organizations that have long-term, highly satisfied customers who, for some mysterious reason, stop buying. Read more...

Balancing the Consultant and Strategist Roles
By Michael Leimbach, Ph.D., Vice President of Global Research and Development, Wilson Learning Worldwide Inc., February 8, 2013
Published in Sales & Marketing Management Magazine

There was a time when a salesperson could fulfill a unified role as a vendor, trusted advisor, and challenger. But today’s hypercompetitive market requires the salesperson to play two distinct yet complementary roles—that of Consultant to the customer and Strategist to both the customer and his or her own organization. Read more...

Engagement Starts with Your Leaders
By Tom Roth, Chief Operating Officer, Wilson Learning Worldwide Inc., January 18, 2013
Published in Training Magazine

Create a culture of high energy and commitment throughout your organization by first setting an example through the Four Levels of Leadership. Read more...