Insights & Events

University-led research for sales leaders that provides deep insight into what's trending now and what’s next for sales

Foundational Sales Training
October 31, 2019

When Sense Making Meets Agility: Knowing What To Do and When for Sense Making Success

We at VantagePoint are grateful to have been a Platinum sponsor at the Gartner CSO & Sales Leader Conference 2019 last month, where one of the main themes was Sense Making.  Gartner surveyed 1,174 people and found that buyer enablement matters—having a 4x impact on buyer confidence—and further determined that 80% of sellers regularly closing [...]

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Solving the Mystery of Successful Sales Enablement
October 31, 2019

Improving Frontline Sales Manager Effectiveness: Developing and Arming Managers for Seller Success

One main theme of the Gartner CSO & Sales Leader Conference was improving frontline sales manager effectiveness. A recent Gartner study showed that sales managers are the key to seller productivity, and development of frontline managers was the preferred driver for improving it by 33% of participants.  Gartner further identified the three areas where sales [...]

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October 31, 2019

VantagePoint Deepens its Executive Strength with the Addition of Marketing & Sales Consulting Leader

Scott Weinhold joins as EVP of Strategy and Innovation West Palm Beach, FL –  VantagePoint Performance, the only research-led agile sales coaching, consulting and training company in the world, announced today a recent addition to the company’s executive team to meet the increasing demand for agile sales and manager training. Scott Weinhold, an industry veteran […]

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Research Paper: The Significant Cost of an Underperforming Sales Manager
July 9, 2019

Research Paper: The Significant Cost of an Underperforming Sales Manager

When organizations experience a sales performance problem – and most do – they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem. This has been the common approach [...]

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June 12, 2019

Sales Management Association Webinar: Managing the Agile Sales Force

Many sales leaders emphasize repeatable, consistent processes as the basis of sales organization productivity. But in so doing, they also may undermine an attribute important to the sales organization’s success: agility. This webcast presents research that suggests a single-methodology emphasis in sales process is counter productive, and offers in its place a management approach that [...]

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