3 Strategies to Increasing Close Rates and Profitability
Date and TimeThu, Sep 10, 2015 at 10AM Pacific / 1PM Eastern
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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
About Michael Leimbach, Ph.D.
Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide Inc. With more than 35 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance 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 serves 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.