Category Archives: Sales Enablement
Are Your Superstar Sellers Disguising Bad Management?
Question: You have two sales managers, each with 10 reps on their team. Manager 1 achieves 100% of his goal every quarter while Manager 2 achieves just 75%. Which is the better manager? The obvious answer is Manager 1, right? And because it seems so obvious, most companies will end the inquiry there. If a […]
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The Importance of Simplicity: What Einstein Can Teach Salespeople About Simplicity
Albert Einstein, arguably one of the greatest minds of all time, had a lot to say about simplicity. At VantagePoint, we agree with him. One of his famous quotes puts everything into perspective: “if you can’t say it simply, you don’t understand it well enough.” Throughout our history, we’ve done extensive research that led us […]
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The Importance of Simplicity: How Top-Performing Sales Manager’s Laser Focus Drives Results
All sales managers want to get it right. Just tell me the right way to manage and coach my salespeople and I’ll do it. Oh, how provocative is the fallacy of the one perfect approach. We want the magic pill, the final answer, the definitive solution. Everyone wants the secret sauce. Alas, it doesn’t exist. […]
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3 Signs That Your Forecasting Demands Hinder Sales Productivity
As a sales leader, you put the execution of your go-to-market strategy in the hands of your sales force. The larger your sales force, the more likely it is that you are out of touch with the day-to-day realities of the front line. The further you move from the action in the field, the more […]
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World-Class Soccer Players Are Agile. So Are High-Performing Sellers
You are probably sick of sports analogies. We hear them all the time. They are old and tired. Except this one of course! I realize that Americans are crazy about football; however, the rest of the world views football as something very different. We call it soccer. Everyone else calls it football. This blog is […]
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How Olympians Become Olympians and What This Means for Salespeople
Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]
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The Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?
In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]
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Calling Audibles – Adapting to Changing Situations
This article was originally published on the Gartner website and written by Hank Barnes, Chief of Research. For nearly every job, there is a literal or figurative playbook that guides planning and execution. In some cases, the plays are executed regardless of the situation (or the situation is highly controlled–which effectively defines the plays […]
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How to Build an Agile Sales Force
What is agility? Webster definition of agile: having a quick resourceful and adaptable character Agility is the ability to adapt individual behavior based on the situation the person is facing. Individuals who are agile read the situation, use the information they uncover to choose the best course of action, execute that action, monitor changes in […]
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The Art and Science of Selling
How B2B Selling Uses Data Differently than Consumer Two very important trends are alive and well in today’s B2B environment. The first is ensuring that a company has a strong digital experience for their customer base. And largely driven by interaction with a website. The second trend is using AI to serve up the right […]
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