The Art of Selling to Multiple Decision Makers

Speakers

Michael leimbach   h (1)
VP, Global Research & Development, Wilson Learning Worldwide
David yesford
Sr. VP, Wilson Learning Worldwide
Webinar Recording Details
  • Date and Time
    Thu, Sep 21, 2017 at 11AM Pacific / 2PM Eastern
  • Duration
    1 hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

In today’s business world, important buying decisions are rarely made by an individual. Buying teams are the rule rather than the exception, and salespeople need to know how to sell to and influence multiple people, with multiple priorities, who have to make a single decision — whether to buy from you, someone else, or not at all.

In this webinar, the experts at Wilson Learning will share what they have learned from decades of experience in helping sales organizations adapt their sales process for dealing with multiple decision makers.

We will address:
 
  • Identifying key decision makers’ level of influence and disposition to your approach
  • Getting past positions of decision makers and understanding their interests
  • Building and implementing an influence strategy for each critical decision maker

About Michael Leimbach

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 30 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance capabilities. He has managed major research studies in sales, leadership, and organizational effectiveness, and he developed Wilson Learning’s Impact Evaluation capability and return on investment models.

Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and serves on the ISO technical committee on Quality Standards for Learning Service Providers. Dr. Leimbach has authored six books, published over 100 professional articles, and is a frequent speaker at national and global conferences.

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With nearly 30 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work with clients. Over the years, Mr. Yesford has held strategic roles in Wilson Learning’s core content areas of Sales and Leadership, as well as e-Learning and Strategic Consulting.

He is the contributing author of several books including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and Asia-Pacific. Mr. Yesford frequently speaks at international conferences and summits, providing insight on a variety of issues including sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

Recording

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