Category Archives: Agile Sales Management

“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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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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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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This One Quality Is Way More Important Than Your Sales Methodology
May 16, 2017

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 […]

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Building an Agile Sales Organization
March 12, 2017

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

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