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

David Yesford is Senior Vice President of Wilson Learning Worldwide. With more than 33 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.