ebook: New Strategies for Sales Excellence, Agility, Innovation and Artificial Intelligence
[vc_row][vc_column][vc_column_text]You might know that for the past decade Vantage Point has been squarely focused on developing the abilities of sales leadership. More specifically, all of our research, writing, training, and consulting has been focused on unleashing the substantial value hidden in the most neglected role in every sales force – the frontline sales manager. But […]
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How Agile Selling Leads to Better Results
Once upon a time, sales organizations had very little organizational structure. Then sales teams discovered the power of sales methodologies. These became de rigueur as sales leaders adopted the idea that there is a ‘best’ way to sell. (Naturally, sales training companies filled the void offering myriad expensive, specialized programs showing the path to sales […]
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Research Paper: Why ‘Agile’ Salespeople Outperform Everyone
[vc_row][vc_column][vc_column_text]There’s an interesting trend afoot in today’s sales organizations. For the past several years, leaders of the sales function have been told that they must implement a standardized sales methodology to drive sales force effectiveness. Of course, standardized sales methodologies come with promises of increased revenues, faster customer-conversion rates, and better onboarding of salespeople. The […]
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Operationalize Sales Enablement With 6 High-Impact Activities
First published in Training Industry’s “Expert Opinions on Sales Enablement.” Sales enablement is a nebulous, often undefined term. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms. One example is Forrester’s definition: “a strategic, ongoing process that equips all client-facing employees with the ability […]
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Video: How is Training Sales Managers Different from Training Salespeople?
VantagePoint is not the normal one-size-fits-all company. How do we handle training different people in sales roles? Find out in this week’s Video of the Week from Vantage Point’s Trish Derman.
Explore moreVideo: What’s Wrong with Existing Sales Methodologies?
Great salespeople understand that certain methodologies work in certain situations. Other salespeople don’t. Enjoy this week’s Video of the Week from Vantage Point’s Leff Bonney.
Explore moreVideo: How Does VantagePoint Work with Existing Sales Methodologies?
How does Vantage Point leverage the sales methodologies you already have in place? Enjoy this week’s Video of the Week from Vantage Point’s Trish Derman.
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“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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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 […]
Explore moreVideo: 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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