Archive

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 […]

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

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 […]

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 […]

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 […]

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 […]

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

This One Quality Is Way More Important Than Your Sales Methodology

This post originally appeared here in the Selling Power blog. Anyone in the sales profession sure could learn a lot from Peyton Manning. As an athlete, much of his success was due to his uncanny ability to come to the line of scrimmage, correctly assess the defensive situation, and adjust his play based on the […]

Building an Agile Sales Organization

Presentation by Vantage Point’s Michelle Vazzana and Florida State University’s Dr. Leff Bonny at the 2017 Sales Management Association Sales Force Productivity Conference