Influence Strategies That Win

By David Yesford, Michael Leimbach, PhD

Steer the Buying Process and Players to Outmaneuver the Competition

In today’s complex B2B environment, sales success requires more than just “calling high, wide, and deep.” Sales professionals must strategically navigate a multi-layered decision process, influencing key stakeholders at every level. With 81% of influencers residing outside the C-suite, it’s essential to focus efforts on the people and processes that can drive results.

Download the article to explore:

  • Understand the Decision Process: Identify how decisions are made and anticipate changes to stay ahead.
  • Identify Key Stakeholders: Know who is involved and align your strategy with their concerns.
  • Leverage Formal and Informal Influence: Engage both decision-makers and informal influencers who can sway the outcome.
  • Customize Influence Strategies: Tailor approaches to each stakeholder based on their influence and perspective.
  • Manage Competitor Perceptions: Understand how stakeholders view you and your competitors to refine your approach.

Effective influence strategies lead to better outcomes, helping you win in complex sales environments.

Enter your information below to receive your PDF download

    Wilson Learning wishes to use your details to send you communications regarding our products, services, and insights into leadership and sales training. Your data will not be shared with any third parties and will only be used by Wilson Learning Worldwide Inc. and its subsidiaries, agents, and authorized distributors.
    I would like to receive further email communications related to my topic of interest from Wilson Learning. I understand I may opt out at any time using the unsubscribe link provided in all communications. Wilson Learning respects your privacy under the General Data Protection Regulation.