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Webinar Details


Helping Your Salespeople Know When (and When Not) to Invest

in Big R Customer Relationships



David Yesford, Sr. Vice President, Wilson Learning Worldwide

Michael Leimbach, Ph.D., Vice President, Global Research and Development, Wilson Learning Worldwide



Date: Thursday, October 23, 2014

Time: 10:00AM Pacific / 1:00PM Eastern (60-Minute Session)

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Cost: $ 0.00

Add to my calendar 23-10-2014 10:00:0023-10-2014 11:00:00 6 Helping Your Salespeople Know When and When Not to Invest in Big R Customer Relationships Description of the eventLocation of the event Organizer Organizer e-mail




Session Description

Transaction business still generates revenue for your organization.  Not every customer should be a target for a strategic relations.  We call that Big “R” relationship.  

This session will focus on understanding how a customer wants to buy from you (relationship or transactional), and how you adjust your strategies accordingly. 



About Michael Leimbach, Ph.D.,

Michael Leimbach is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 25 years in the field, Michael provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and performance improvement capabilities. Dr. Leimbach has managed major research studies in sales, leadership, and organizational effectiveness. He has developed Wilson Learning’s Impact Evaluation capability and return on investment models. Michael has served as a research consultant for a wide variety of global client organizations, is on the editorial board for the ADHR professional journal, and serves in a leadership role for the ISO technical committee TC232: Standards for Learning Service Providers. Michael has co-authored four books, has published numerous professional articles, and is a frequent speaker at national and global conferences.

About David Yesford

David Yesford is Senior Vice President of Global Marketing and Support for Wilson Learning Worldwide. With over 27 years of experience developing and implementing human performance solutions around the world, David Yesford brings valuable experience, strategic direction, and global perspective.  Over the years, David has had strategic roles in our core content areas of Sales and Leadership, as well as eLearning and Strategic Consulting.  David is the contributing author of several books including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2.  He is a frequent international speaker representing on a variety of issues, including sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation. He is published in numerous business publications in the United States, Europe, Latin America, and Asia–Pacific.



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