Strategies to Increasing Win Rates and Profitability

Speaker

David yesford2
SVP, Wilson Learning Worldwide
Webinar Details
  • Date and Time
    Tue, Oct 08, 2013 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.
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Description

The old adage “People love to buy, but hate to be sold to” is rephrased from the seller side to “Salespeople love to win, but hate to lose.” Sales management might say,“I want to help salespeople win—and win the right business.” Because as sales managers well know, the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable.

The discipline required in identifying high-probability and high-profitability opportunities starts with understanding clearly and accurately what the customer organization is trying to accomplish.  Early effort focuses on collecting compelling evidence and analyzing opportunities to make an informed go/no-go decision to pursue an opportunity.

In this webcast we will examine:
 
  • How to clarify the opportunity by understanding and articulating what is critical to the customer
  • What compelling evidence needs to be collected and analyzed to distinguish which opportunities lend themselves to increasing win rate
  • Three questions you need to answer to make the best go/no-go decisions

About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With nearly 30 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 with clients. Over the years, Mr. Yesford has held strategic roles in Wilson Learning’s core content areas of Sales and Leadership, as well as e-Learning and Strategic Consulting. He 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 AsiaPacific. Mr. Yesford frequently speaks at international conferences and summits, providing insight on a variety of issues including sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

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