Fill Your Pipeline with Wins: Three Effective Prospecting Strategies to Generate Qualified Opportunities

Speakers

David y
Sr. VP, Wilson Learning Worldwide
Michael leimbach   h (1)
VP, Global R&D, Wilson Learning Worldwide
Webinar Recording Details
  • Date and Time
    Thu, Feb 09, 2017 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

The numbers don’t lie—prospecting is challenging.

Consider:
  • It takes 18 dials to connect to a single buyer
  • 10–30% of your customers will stop doing business with you each year
  • Your sales team has a 56% greater chance of attaining quota if they engage buyers prior to buyers contacting potential vendors

Success in 2017 will be achieved by those who strategically focus on filling their pipeline with the right high-quality prospects. In this important webinar, we will examine a proven prospecting process that helps your salespeople focus on the right prospects, construct compelling access messages, and maintain a positive mindset to get past the “no’s” from unqualified prospects and uncover qualified opportunities.

During this webcast, you will:
  • Gain insight into how to strategically identify and access prospects who are a good match, both for you and them
  • Understand the core elements of building a message that resonates with the prospect and creates new access opportunities
  • Recognize how to manage your mindset so prospecting is not self-defeating

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 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. Over the years, he has held strategic roles in Wilson Learning Worldwide’s core content areas of sales and leadership, as well as e-learning and strategic consulting. Mr. Yesford is the contributing author of several books including Win-Win SellingVersatile SellingThe 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 engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

About Michael Leimbach, Ph.D.

Michael Leimbach, PhD, is a globally recognized expert in instructional design and leadership development. As Vice President of Global Research and Development for Wilson Learning Worldwide, he has worked with numerous Global 1000 organizations in Australia, England, Germany, Japan, South Korea, Taiwan, and throughout the United States. Over more than 30 years, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities, published over 100 professional articles, co-authored four books, been Editor-in-Chief for the highly acclaimed ADHR research journal, and is a frequent speaker at national and global conferences. He also serves on the ISO Technical Committee (TC232) on Quality Standards for Learning Service Providers and on the University of Minnesota College of Education and Human Development Dean’s Advisory Board.

Recording

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