Category Archives: Agile Sales

Why Agile Sales?
December 5, 2019

MarketingProfs and VantagePoint Announce Exclusive Strategic Alliance with One Goal: To Help Sales and Marketing Work More Collaboratively

Current VantagePoint CEO Joe Terry to lead both organizations. NORTH PALM BEACH, FLA. (PRWEB) DECEMBER 05, 2019 Marketing training and events company MarketingProfs and sales training company VantagePoint Performance announce a strategic alliance to help marketing and sales professionals work more collaboratively. The two companies are teaming up under Joe Terry, who will act as CEO […]

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Foundational Sales Training
October 31, 2019

When Sense Making Meets Agility: Knowing What To Do and When for Sense Making Success

We at VantagePoint are grateful to have been a Platinum sponsor at the Gartner CSO & Sales Leader Conference 2019 last month, where one of the main themes was Sense Making.  Gartner surveyed 1,174 people and found that buyer enablement matters—having a 4x impact on buyer confidence—and further determined that 80% of sellers regularly closing [...]

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June 12, 2019

Sales Management Association Webinar: Managing the Agile Sales Force

Many sales leaders emphasize repeatable, consistent processes as the basis of sales organization productivity. But in so doing, they also may undermine an attribute important to the sales organization’s success: agility. This webcast presents research that suggests a single-methodology emphasis in sales process is counter productive, and offers in its place a management approach that [...]

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Ebook: Sales Training Doesn't Work
May 29, 2019

Ebook: Sales Training Doesn’t Work and Four Other Common Myths About Sellers, Buyers and Coaching

Myths are widely held but are often false beliefs or ideas. They arise and are hard to shake because they are usually based on perceived common sense and logical or long-held thinking. But, myths are myths: incorrect, untrue, and just plain wrong. You can’t afford to hold onto concepts simply because they feel right or [...]

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10 Things Great Sales Coaches Do - Part 1
May 29, 2019

Disruption is Not Always the Answer

You know the drill. Sellers need to offer their buyers insights and information they don’t already have.  They need to be provocative and consultative.  Disrupt all the time, and you will win.  But, it’s just not that simple.  And, we have research to prove it. It’s true that salespeople are often viewed by their buyers [...]

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“Agile” Is the New Buzzword. What Does it Mean for Sales Training and Coaching?
May 29, 2019

Driving Differentiation in Customer Interactions

Our research often uncovers unexpected things. Beyond everyone finding it wildly interesting and underscoring the need for empirical research in selling and sales, that unanticipated data often informs and inspires our next steps.  Take, for example, the customer who reported that a rep really differentiated his product in a meeting.  She remembered a lot about [...]

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Great Dane Logo
May 28, 2019

Great Dane Selects VantagePoint Performance to Ready their Sales Team for a Digital Future

Innovative Leader in Trailer and Truck Bodies since 1900 Chooses Industry Disruptor to Create an Agile Salesforce VantagePoint Performance, the only research-led agile sales coaching, consulting and training company in the world, announced today that Great Dane selected VantagePoint’s Agile Sales & Coaching Platform after hearing them speak at Dreamforce 2018. With a history dating […]

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The Real Reason Your Sales Reps Aren’t Using Your Training
May 1, 2019

The Real Reason Your Sales Reps Aren’t Using Your Training

Imagine you’re training for a marathon and have hired a coach to help you achieve a certain finishing time. He gives you his standard list of exercises to do and distances to run, but you’re not making the right progress. When you ask, he won’t give you any new exercises to try. Would you continue […]

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Should I Stay or Should I Go? A Sales Leader's Dilemma
April 30, 2019

How to Solve Your Sales Performance Problems

When organizations experience a sales performance problem – and most do –  they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem. This has been the common approach […]

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Top Sales World
March 28, 2019

Podcast: What Exactly is Sales Agility?

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