Everyone understands that today’s complex buying decisions are rarely made by a single individual. With more decision-makers involved, the "No Decision" outcome has become a leading challenge to closing deals. A major reason for this is that salespeople often miss the unique needs and priorities of all key stakeholders, leading to misalignment and stalled deals.

In this webinar, we’ll provide fresh perspectives on how to help your team successfully navigate the intricacies of selling to multiple decision-makers. You’ll gain practical strategies for identifying the right stakeholders, understanding their diverse interests, and crafting tailored influence approaches to ensure alignment and drive decisions forward.

You’ll learn how to:

• Identify each decision-maker's level of influence and how to approach them effectively
• Go beyond positions to uncover the underlying interests and concerns of key stakeholders
• Build and implement targeted influence strategies for each critical decision-maker
• Combine these strategies into a cohesive plan for managing buying teams more effectively

This session will help you equip your team with the tools to overcome the "No Decision" barrier, increase alignment among decision-makers, and ultimately close more deals with confidence.
 

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.