May 22, 2023 Adam Norton

Situational Fluency as an Enabler to Sales Agility 

Situational Fluency as an Enabler to Sales Agility  We’ve had a recent set of interactions with a prospect who identified “situational fluency” as a core competency for their sales force. This prospect was keenly interested in our approach to situational fluency, including how we define it and why. It was an interesting exercise and allowed […]

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April 13, 2023 Adam Norton

The Art and Science of Selling B2B  

How B2B Selling Uses Data Differently than Consumer…  Two very important trends are alive and well in today’s B2B environment. The first is ensuring that a company has a strong digital experience for their customer base. And largely driven by interaction with a website. The second trend is using AI to serve up the right […]

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April 3, 2023 Adam Norton

3 Skills That Drive Successful Sales Management

We often get asked the question “what are the most important skills I need to consider when training my sales managers?” It is a very important question and one that requires a thoughtful, evidence-based response. So, what does the evidence say about the most important sales management skills? Can we really distill it down to […]

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April 3, 2023 Adam Norton

Are You Creating a Culture of Dependency in Your Sales Force?

How independent are the sales reps within your sales force? Are your sellers in constant need of support from sales management? If so, it can wreak havoc on your company’s revenue goals and bottom line. So what creates a culture of dependency within a sales force? There is one simple answer—leadership. Your sales management leadership […]

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December 28, 2022 Adam Norton

What Can We Expect of Sales Agility in 2023 and 2022 Recap

Well, here we are at the end of 2022 and wow! What an interesting year in the sales training industry! Or better stated ‘What aninteresting several years in the sales training industry…?’ We find ourselves in late March 2020 in a global lockdown over the Covid-19 pandemic, an experience those alive today have never encountered. […]

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November 9, 2022 Adam Norton

Post Covid Reflections – Michelle’s Personal take on Gratitude

As I post this blog, I realize I am taking a risk. I’m choosing to share brutal personal details of my experience over the past three years. Please don’t mistake this for a “VantagePoint” blog. It isn’t. This is raw, unedited me. I hope it resonates with those of you who take the time to […]

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October 24, 2022 Adam Norton

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)  You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]

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October 5, 2022 Adam Norton

Situational Agility: The Key to Unlocking Seller Success 

VantagePoint has studied thousands of sales situations across dozens of industries and the research is clear: when sales teams exhibit Situational Agility they see an average of 20% more revenue per seller.   What is Situational Agility?  First things first: if you haven’t read our article on Foundational Agility, go read it here. Your Sales Team […]

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September 2, 2022 Adam Norton

Creating Clarity about Sales Agility

As a long-standing member of the sales training community, I’ve had the pleasure (and torture) of helping our clients “make sense” of different perspectives on sales agility. It is incredible to me how some long-standing, established training companies purport to be experts on sales agility while lacking solid evidence to support their claims.   Sales […]

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June 16, 2022 Adam Norton

5 Common Mistakes Sales Teams Make in the Early Stages of the Buying Journey

The early stages of the buying journey are vital to sales success. Read on to learn some common mistakes sales teams make at this stage and how you can avoid them. In our last article, we gave you an overview of the buying journey, the process by which organizations and decision-makers within them come to […]

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