Archive

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 […]

Video: 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.  

Video: 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.  

“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 […]

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 […]

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 […]

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 […]

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 […]