Category Archives: Agile Sales

“Agile” Is the New Buzzword. What Does it Mean for Sales Training and Coaching?
November 30, 2018

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

This article originally appeared here in the Training Industry blog. The Case for Sales Agility If you’ve spent much time around a sales force recently, you’ve probably heard a new buzzword: agile. Agile selling is a concept that says that salespeople need to adapt their sales approach to meet their customers’ needs. Those needs can […]

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3 Easy Steps to Build a Sales Coaching Program
November 9, 2018

High-performing Salespeople: Separating Madness, Myth, and Methodology

This article originally appeared here in the Selling Power blog. Every year, the Florida State University (FSU) Sales Institute conducts a benchmarking survey to identify top priorities for their consortium of sales leaders. In 2018, replicating the performance of high performers was the number one focus area. Why? Because, in a world where quota requirements are on […]

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VantagePoint Video Sales Insights
October 4, 2018

Video: What’s the Best Sales Methodology?

Vantage Point’s Video of the Week! Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company, Vantage Point. We get asked this all the time….What is the best sales methodology? Stop the one-size-fits-all approach. Our research shows that the best sellers are able […]

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10 Things Great Sales Coaches Do - Part 1
July 30, 2018

10 Things Great Sales Coaches Do – Part 1

Sales coaching is both an art and a science. Salespeople need sales managers to motivate them, develop their strengths, overcome their weaknesses, and guide them to victories that will define their careers. No matter how clever the sales strategies, they are only as good as the people assigned to execute them.   In this three-post […]

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Entrepreneur Magazine Logo
July 27, 2018

Entrepreneur Magazine Article: The Death of the One-Size-Fits-All Sales Process

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Solving the Mystery of Successful Sales Enablement
July 11, 2018

Solving the Mystery of Successful Sales Enablement

This post originally appeared here in Salesforce.com’s blog Quotable. There’s no question about it: Sales enablement is a difficult task that is compounded by an enormous amount of confusion. To clear the smoke and bring some much-needed clarity to this function, it’s important to take a look at what sales enablement actually is and how […]

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Top Sales World
May 31, 2018

Welcome to the Era of Sales Agility

Jonathan Farrington of Top Sales World Interviews Leff Bonney, PhD, MBA , Vice President, Research and Product Innovation as well as Associate Professor of Marketing at Florida State University. Leff, you run the Sales Institute at Florida State University. What is the current state of sales education around the world? Great question…Unfortunately, the answer isn’t […]

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Use this Military Strategy to Defeat Your Competition
May 15, 2018

Use this Military Strategy to Defeat Your Competition

The thinking of military strategists like Carl von Clausewitz and Sun Tzu have been widely applied to the world of business and even strategic selling.  The ideas of a more recent military innovator, Lieutenant Colonel John Boyd, have surprising implications for today’s dynamic selling environment. Lt. Col. John Boyd John Boyd was a United States […]

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The Real Scoop on the Best Sales Methodology
March 1, 2018

The Real Scoop on the Best Sales Methodology

This post originally appeared here on the Selling Power blog. Here, at Florida State University’s Sales Institute, we are often asked for our perspective on the best sales methodology for a particular company. Given the high stakes of this decision, it is no surprise that sales leaders want input from experts. Choose the right methodology […]

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Top Sales World
January 9, 2018

Top Sales World Article: Research Reveals Why Your Best Sellers Ignore Your Sales Process

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