Overview
The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile--choosing a path based on the buying situations they face and continually re-assessing those choices. In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking guide teaches you how to shift to a buyer-focus perspective and assess customer situations from multiple perspectives; make sense of buyers' situations by considering and weighing all available data and your own insights; choose a sales approach that aligns with the customer situation with your prioritized sales objective; execute a variety of sales tactics that will move the sales opportunity forward; and make in-the-moment adjustments as the buyer's situation evolves. With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer's needs so you can consciously choose the best approach for each stage in each deal--which will invariably result in more sales.
Full Product Details
Author: Michelle Vazzana ,
Lisa Sottosanti Doyle ,
Rosemary Benson
Publisher: McGraw Hill-Ascent Audio
Imprint: McGraw Hill-Ascent Audio
ISBN: 9798212882750
Publication Date: 08 August 2023
Audience:
General/trade
,
General
Format: Audio
Publisher's Status: Active
Availability: In Print
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Reviews
"""I have no doubt by supplementing sales playbooks with the situational agile treasure chest found in The Sales Agility Code, you'll exceed your sales goals this year!"" -- ""Katie Krushinskie, global sales learning and development, agile coach, Dell Corporation"" ""This work bridges the gap between academic theory and 'in the trenches' reality. Simply put, if you create a salesforce that understands agility and knows when to change approaches, you will outperform the market dramatically, and the research contained in here proves it."" -- ""Adrian Voorkamp, director of learning deployment for North America, Johnson Control"""
Author Information
Lisa Sottosanti Doyle is executive vice president of product development and customer experience at VantagePoint Performance. With a strong background in organization development, instructional design, facilitation, and coaching, her focus is supporting individual success by helping to create clarity and strengthen decision making. Rosemary Benson is an Audible #1 bestselling narrator, singer, educator, and stage actress. She has appeared across the US, Canada, and Italy, and regularly performs with several ensembles and big bands. As a passionate learner and audiobook fan, she strives to entertain, enlighten, and encourage, so she is at home in many genres. Her musical ear allows her to produce myriad accents for storytelling, while her expertise in differentiating instruction guides her abilities in nonfiction. She lives across the river from Philadelphia with her husband and a houseful of musical instruments and books.
