Overview

A powerful, innovative, and proven-effective sales method that disrupts the one-size-fits-all approach that has dominated the field for too long  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 re-assessing those choices often. Sales agility is defined as the ability to assess and make sense of the situation an individual is facing, choose the best way forward aligned to the situation, and then plan and execute the chosen path. Sales agility represents good decision making that leads to successful execution.  In The Sales Agility Code, industry-leading sales training and development firm VantagePoint Performance, provides a framework so sellers can learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. If you are a salesperson who is frustrated with a sales-centric, ineffective methodology The Sales Agility Code is for you. Based on decades of academic and applied research this book teaches a more agile sales approach than the all-too-common one-size-fits all sales methodology, which research shows is effective only 25% of the time. VantagePoint’s data on high-performing sales managers and high-performing salespeople—gleaned from 10,000+ sellers and 1,600+ sales managers—proves that salespeople who can leverage multiple possible paths to determine the best approach are the ones who accomplish their growth targets. You’ll learn 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 • 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.   

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9781264965823

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Michelle Vazzana is Chief Strategy Officer and cofounder of VantagePoint Performance, a global sales training and development firm. A prolific researcher and popular speaker on the topic of sales leadership and sales agility, she has conducted the most extensive research to date on the topic of sales coaching practices. Vazzana has 35+ years of sales and leadership experience. Lisa 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.

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