Uncommunicated expectations are often unmet expectations. That won’t fly when you are trying to talk with your customers’ executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers’ executives in a meaningful way? C-suite executives are busy and hard to reach. They are, however, willing to meet with salespeople but with very specific expectations. In order to be effective, your salespeople need to plan carefully for the call, do their homework, and, most importantly, understand those “secret” expectations.

In this webcast, we will examine:

• Research that provides insights to unlock the secrets that executives will not tell you but expect you to know
• How to talk to executives to discover critical factors that drive how they think about their business
• How to connect your services to their issues with real value, as defined by the customer

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Corporation. With more than 40 years in the field, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also 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 has served on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.

David Yesford is President of Wilson Learning Corporation. With more than 39 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 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 engagements, focusing on issues such as sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.