Insights & Events

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

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 [...]

Learn More
Ebook: Sales Training Doesn't Work
May 29, 2019

Ebook: Sales Training Doesn’t Work and Four Other Common Myths About Sellers, Buyers and Coaching

Myths are widely held but are often false beliefs or ideas. They arise and are hard to shake because they are usually based on perceived common sense and logical or long-held thinking. But, myths are myths: incorrect, untrue, and just plain wrong. You can’t afford to hold onto concepts simply because they feel right or [...]

Learn More
10 Things Great Sales Coaches Do - Part 1
May 29, 2019

Disruption is Not Always the Answer

You know the drill. Sellers need to offer their buyers insights and information they don’t already have.  They need to be provocative and consultative.  Disrupt all the time, and you will win.  But, it’s just not that simple.  And, we have research to prove it. It’s true that salespeople are often viewed by their buyers [...]

Read More
“Agile” Is the New Buzzword. What Does it Mean for Sales Training and Coaching?
May 29, 2019

Driving Differentiation in Customer Interactions

Our research often uncovers unexpected things. Beyond everyone finding it wildly interesting and underscoring the need for empirical research in selling and sales, that unanticipated data often informs and inspires our next steps.  Take, for example, the customer who reported that a rep really differentiated his product in a meeting.  She remembered a lot about [...]

Read More
Great Dane Logo
May 28, 2019

Great Dane Selects VantagePoint Performance to Ready their Sales Team for a Digital Future

Innovative Leader in Trailer and Truck Bodies since 1900 Chooses Industry Disruptor to Create an Agile Salesforce VantagePoint Performance, the only research-led agile sales coaching, consulting and training company in the world, announced today that Great Dane selected VantagePoint’s Agile Sales & Coaching Platform after hearing them speak at Dreamforce 2018. With a history dating […]

Read More