Why do some sellers consistently win deals while others — with the same tools and training — fall short? Buyer decision data points to a small set of seller skills that directly shape buying experiences and outcomes.

Analysis of more than 150,000 B2B buying decisions reveals that deal outcomes hinge on how sellers show up in moments that matter — and the specific skills required to deliver those experiences well. For enablement leaders, the real challenge is knowing which skills actually drive results, and how to identify, assess and develop them with confidence rather than guesswork.

In this session, Rob Perrilleon, SVP of client experience at Corporate Visions, shares how leading enablement teams use buyer decision data, behavior-based skills assessments and targeted development to focus training where it has the greatest impact. Attendees will see how to move beyond generic competency models and self-assessments to build scalable, evidence-based programs that improve performance.

You’ll walk away insights on how to:

• Identify the specific skills most predictive of winning performance using buyer decision evidence
• Assess real capability through demonstrated behaviors rather than self-reported proficiency
• Design targeted learning, coaching and practice programs aligned to true skill gaps
• Use artificial intelligence (AI) to scale skills development without losing the human behaviors that buyers reward

View full agenda.

Speaker

Paul George, Facilitating Consultant, Corporate Visions Paul George’s professional background – combined with his passion to lead and teach – makes him a natural at delivering an engaging and insightful experience every time he facilitates an event. Although an engineer by training, Paul’s industry career focused mainly on sales, marketing, and brand strategy. At BioHorizons, Inc., he managed efforts for the launch of a new dental implant product line. He then served as Vice-President of Sales and Marketing for Salvin Dental Specialties, Inc. Paul’s next career step led him to a Sales and Marketing VP role at Integrated Medical Systems International (IMS). When IMS became a client of Corporate Visions, Paul was immersed into Create Value® Skills and Create Value Message Creation. His passion for Corporate Visions principles led him to quickly become a client facilitator of this work…delivering workshops for all sales representatives at IMS. After leaving IMS, Paul returned to his Alma Mater – The University of Alabama at Birmingham – to serve as Director of Development and External Relations for the School of Engineering. During that time, he stayed connected to Corporate Visions – and eventually joined the CVI team in 2010. As a facilitating consultant, Paul is focused on helping your team build your message and deliver it with passion and conviction.