While every salesperson loves to win, knowing which opportunities to pursue is what truly differentiates high performers from the rest. The challenge lies in helping salespeople identify the deals that align with both your company’s objectives and the customer's needs — and that’s where perspective plays a critical role. By stepping back and evaluating opportunities strategically, you can steer your team toward higher win rates and more profitable outcomes.

This webinar will provide fresh perspectives on how to approach opportunity evaluation, guiding you to think differently about the go/no-go decision-making process. Rather than simply focusing on tactics, we’ll explore the broader strategic considerations that influence smart sales decisions, giving you the insight to lead your team with confidence.

You’ll gain new perspectives on:

• How to better understand and articulate what’s truly critical to the customer
• The value of collecting and analyzing evidence to assess opportunity potential
• Three key questions that can shift your approach and increase your win rates

This session will help you elevate your sales strategy, ensuring your team is focused on the right opportunities for long-term success.

   

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.

Anand has developed and delivered programs in the areas of leadership effectiveness, coaching, personal effectiveness, sales & service among many other areas, and he has delivered these programs to a wide range of audiences, from frontline supervisors and individual contributors to business heads and C- suite executives. His proven expertise with diverse programs and audiences has seen him partner with clients in India, Sri Lanka, Singapore, Malaysia, Indonesia, Vietnam, Korea, China, the USA and the Caribbean, and work successfully with professionals from a wide variety of cultures and countries across the globe.  Anand has been associated with Wilson Learning since 2007 in multiple roles, and is currently the Senior Director for Consulting & Capability Development in the APAC region.  He is Wilson Learning’s Master Facilitator in the APAC region.