Webinars

Transform Your Sales Strategy: Join the 25% Who Excel in Selling to Value

November 7, 2024

94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this. While the selling environment has completely changed in this COVID-accelerated work environment, salespeople must still uncover what buying executives truly value to succeed in 2021 and beyond. This starts with equipping your salespeople with the strategic approaches and tools they need to identify customers’ value criteria and create solutions that advance the business. Today, needs-based selling, while necessary, is not sufficient enough to differentiate yourself in a crowded marketplace. Instead of asking the same questions and collecting the same data as your competitors, your salespeople should be engaging buying executives in business impact discussions. Salespeople need to sell based on how customers define value. In this webinar, you will learn what your salespeople need to understand about their customers’ value chain, as well as how to uncover customers’ hidden needs to improve that value-creation process. As a result, your salespeople will be able to have business impact discussions with executives, create greater differentiation, and generate higher win rates. During this webinar, you will:

• Explore the mindset required for selling to value and not simply selling to expressed needs
• Recognize the importance of differentiating yourself by selling to value
• Learn a model for understanding your customers’ value-creation process
• Learn an approach for discovering hidden needs

Are Your Sales Leaders Doing Enough to Ensure Your Top Performers Are Fully Engaged?

October 17, 2024

Now more than ever, retaining your key customers is a strategic imperative. The role of the sales manager is to manage the sales process and lead the people. Many sales managers are highly effective at managing the sales process. Yet, sales managers need to ensure their top sales performers are fully engaged. This is something most sales managers understand but unfortunately fall short of exhibiting the kind of leadership that contributes to an engaged salesforce. To assist them, in this webinar, we will discuss steps sales managers can take to lead their salespeople to full engagement and higher performance.

In this session, we will cover:

• How sales leadership actions can affect engagement, retention, and performance
• How to unlock competitive advantage by creating a culture of engagement within your sales force
• Top issues influencing a salesperson’s choice to engage and the key elements on which sales managers need to focus

Beyond the Discount: Coaching Your Sales Team to Negotiate Smarter

September 12, 2024

It’s the common sales manager’s nightmare: your salesperson comes in with a “great opportunity,” but the customer needs a massive discount. Why does this happen so often? Because your salespeople only know how to bargain (“he wanted a 20% discount, but I talked him down to accepting only 10%!”). What you really need are salespeople who negotiate in a way that strengthens the relationship with the customer while keeping a good profit for your organization. In this webinar, you will learn how to coach your salespeople to negotiate their way to success and not bargain away your profits.

During this webinar, you will:

• Understand the difference between bargaining and negotiation
• Recognize a critical time to negotiate—during client objections

Learn an approach to negotiating that has generated millions in profits

Best Practices to Navigate Seismic Changes in Leadership Development

June 6, 2024

This past year was one of significant disruptions in technology and budget for leadership development, according to the Annual Leadership Survey conducted by Training magazine and Wilson Learning Worldwide. And as the dust continues to settle in the aftermath of COVID and the birth of the hybrid work environment, we could be in line for the next shockwave as artificial intelligence and generative AI (genAI) are poised to reset leadership development, introducing changes in how it is financed, delivered, and evaluated. Join Dr. Michael Leimbach, VP of Global Research and Development for Wilson Learning, and Lorri Freifeld, Editor/Publisher of Training magazine, for this webinar, which will explore results and takeaways from the survey, including:

• The current state of leadership development (including levels of investment, priority skills, and the most effective learning methods for leadership development)
• Usage of genAI in leadership development programs, plus challenges to adoption
• Best practices and tips from high-performing companies to strengthen leadership development efforts

Learn how you can help ensure today’s leaders have the necessary skills to successfully navigate the seismic changes on the horizon.

Leveraging Manager and Peer Engagement to Build Superior Training

May 16, 2024

Recent research shows that manager and peer involvement in training can dramatically improve effectiveness, in some cases by more than 75 percent! However, there is a problem. Manager coaching is at an all-time low, and the shift to more remote training methods has limited peer engagement. We have a solution! In this interactive session, learning leaders will share three keys that drive alignment among learners, peers, and managers, ensuring you get the most from your training investment. Join to learn from James Johnson, Learning and Development Director at ScanSource, and Brad Thurman, Director of Sales Enablement at Beacon Building Products, about their approach to integrating manager and peer engagement into their training programs. As a result of attending this session, you will:

• Grasp the profound impact manager coaching and peer engagement have on learning impact and resulting performance
• Understand how to make engagement between managers, learners, and learners' peers part of your learning strategy and programs
• Learn how to build a learning journey that seamlessly blends manager and peer involvement

Voice in the Machine: Mastering Selling Authenticity in an AI-Driven World

April 18, 2024

In an age where Artificial Intelligence (AI) seems to be everywhere, its impact on sales is profound and far-reaching. Join us for an engaging webinar to explore how AI is reshaping the sales landscape and revolutionizing customer engagement. In this session, we'll discuss how sales professionals can maintain authenticity and human connection amidst the prevalence of AI-driven technologies. Whether you're leading a seasoned sales team or guiding newcomers in the field, this webinar offers invaluable insights and practical strategies for leveraging AI to drive sales success. During the webinar, you'll:

• Explore how AI is transforming customer interactions and reshaping traditional sales approaches
• Learn how to leverage AI as a tool to enhance, rather than replace, human interaction in the sales process
• Receive practical tips and techniques for integrating AI into your sales approach while preserving the human touch

We'll be examining Sales Methodology using our proven sales methodology, providing you with actionable insights tailored to your sales approach.

Don't miss this opportunity to navigate the intersection of AI and authenticity in sales. Register now to secure your spot in this thought-provoking webinar and gain valuable insights into mastering selling authenticity in an AI-driven world.

Are Your Key Accounts Vulnerable? Are You Sure?

February 8, 2024

Approximately 80% of B2B customers are in the “Zone of Indifference” (ZOI), where they may not complain, but they also may not repurchase, or contact you. Salespeople often assume satisfaction unless heard otherwise, risking late awareness to take any action. With so many existing accounts potentially at risk, protecting, and even expanding key accounts is crucial. Watch the recording now!

Increasing Win Rates and Profitability: 3 Keys to Greater Success

November 9, 2023

As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, “I love to win as much as the salespeople, but only if it’s the right business!” Sales managers know well the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not even be winnable.

Watch this webcast to learn about:

• How to clarify the details of the opportunity by understanding and articulating what is critical to the customer
• What evidence needs to be collected and analyzed to distinguish which opportunities lend themselves to increasing win rates
• Three questions you need to answer to make the best go/no-go decisions

Calling on Executives – The Secrets They Won’t Tell Your Salespeople

October 19, 2023

Uncommunicated expectations are often unmet expectations. That won’t fly when you are trying to talk with your customers’ executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers’ executives in a meaningful way? C-suite executives are busy and hard to reach. They are, however, willing to meet with salespeople but with very specific expectations. In order to be effective, your salespeople need to plan carefully for the call, do their homework, and, most importantly, understand those “secret” expectations.

Watch this webcast to learn about:

• Research that provides insights to unlock the secrets that executives will not tell you but expect you to know
• How to talk to executives to discover critical factors that drive how they think about their business
• How to connect your services to their issues with real value, as defined by the customer

“That’s Not What I Meant!”: Versatility, a Salesperson’s Guide to Effective Communication

September 14, 2023

Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.

This webinar will uncover how your salespeople can improve their versatility to build stronger customer relationships and improve sales performance. Watch the recording now!

Leadership Survey Results 2023
Upskilling and Reskilling for the Future/ 2023 L&D Trends by Wilson Learning

August 9, 2023

For the seventh consecutive year, Training magazine and Wilson Learning Worldwide teamed up to conduct the Annual Leadership Survey, which focuses on what organizations are doing to develop effective leaders in these constantly changing times.
The results provide organizations with a clear roadmap to achieve a greater return on their leadership development investments as they strengthen their culture and bolster employee engagement.

Leadership Development Tips for Today’s Turbulent Times

July 13, 2023

In addition to facing the global pandemic, spiking inflation, and near-recession, today’s leaders must deal with trends such as the “Great Resignation,” “Quiet Quitting,” and “Bare Minimum Mondays.” Likewise, they must figure out how to handle the dramatic changes that likely will result from emerging technologies such artificial intelligence-based tools. All this while piloting their employees and organizations toward optimum performance. But they can’t do it alone—and that’s where Learning and Development (L&D) comes in. For the seventh year, Training magazine and Wilson Learning Worldwide teamed up to conduct the Annual Leadership Survey, which focuses on what organizations are doing to develop effective leaders in these constantly changing times. In this year’s survey, we saw some tremendous swings in needs and expectations and a clear indication that L&D, as an industry, is exploring new avenues and methods of effectively delivering leadership development training. Join Dr. Michael Leimbach, VP of Global Research and Development for Wilson Learning and Lorri Freifeld, Editor/Publisher of Training magazine, and, for this webinar, which will explore:

• The current state of leadership development (including levels of investment, priority skills, generational shifts, and learning methods)
• How the hybrid work environment is affecting leadership development
• Best practices and tips from high-performing companies to reinvent leadership development amidst continued turbulent times and technological transformation

You’ll come away with a roadmap to achieve a greater return on your leadership development investments as you help your leaders successfully guide their teams, employees, and organizations boldly and inclusively into the future.