Untangling the Complexities 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 Details
  • Date and Time
    Wed, Mar 27, 2019 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
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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, 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 performance improvement capa­bilities. He has managed major research studies in sales, leadership, and organizational effec­tiveness, and has developed Wilson Learning’s return on in­vestment models and learning transfer capability. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, has served as Editor-in-Chief for a major research journal, and serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. He has authored six books and published more than 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 31 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, and strategy implementation.

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