Untangling the Complexities of Selling to Multiple Decision Makers

Speakers

Michael leimbach   h (1)
VP, Global R&D, Wilson Learning Worldwide
David y
Sr. VP, Wilson Learning Worldwide
Webinar Recording Details
  • Date and Time
    Wed, Mar 27, 2019 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

Every salesperson knows that important buying decisions and complex sales are rarely made by an individual—multiple decision makers are the rule rather than the exception. Yet few salespeople know how to effectively untangle the complexities associated with influencing multiple people, who have multiple priorities, in order to make a single buying decision. 

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 approach for selling to multiple decisionmakers. 

We will help you make sense of the complex nature of selling to multiple decision makers by:
  • Identifying key decision makers’ level of influence and disposition to your approach
  • Getting past positions of decisionmakers and uncovering their underlying interests
  • Building and implementing an influence strategy for each critical decision maker
  • Combining these strategies for a more measured and successful sales approach to buying teams

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.

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.

Recording

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