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CONTACT
CONTACT

Contact Information

703-574-6006
info@vantagepointperformance.com

Follow us

CONTACT

“Effectively ends the debate on sales methodology - one size does not fit all. The Sales Agility Code reveals how every seller can be agile and meet the buyer where they are. I found a-ha’s in every section; your sellers will thank you – and so will your customers.”  

Tariq Sharif, Head of Global Revenue Enablement
Talend

A powerful, innovative, and proven-effective sales method that disrupts the one-size-fits-all approach that has dominated the field for too long.
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“I have been researching sales methodologies to deploy for my field team and everything seemed too rigid, until I found the Sales Agility Code. Dynamically shifting our approach to meet the customer where they are is exactly what my team needs to succeed.

“I have been leveraging VPPs sales management framework for years and am excited to deploy that same research-backed rigor all the way to my front-line sellers.”
Bob Betz, Senior Vice President and Head of SalesPumpkin Care
Bob Betz, Senior Vice President and Head of Sales
“The authors have artfully articulated the key attributes and behaviors to elevate sales performance. They’ve surprised me by debunking the myth that experience equals expertise in sales. Equipping sellers to be purposeful in the development and execution of sales agility is essential as we work to elevate performance beyond gut instinct. Combining these new insights in the Sales Agility Code with the Sales Management Code Framework will produce a strong competitive advantage for our sales force.”
Mark Knurek, North American Sales and Marketing ManagerLubrizol
“Traditional sales training has long touted the universal benefits of only one song of a vast playlist. This oversimplification left sales reps to endure training that was naïve by nature and arrogant in its over-reaching assumptions. The authors have masterfully demonstrated that there is a time, place and mood for every song on the list and you should learn to use them all.

“What Michelle and Lisa have done is very smart and shows the grown-up thinking of researchers versus the shrill claims of generations of hacks! Your work is well documented, inclusive by nature, and allows everyone a seat at the discussion table. How refreshing in these times!”
John E. Davis, Senior Vice President, Global, Sales and Marketing Artivion, Inc.
“The Sales Agility Code establishes the foundation for adapting in selling situations, always with an eye toward results and a focus on action.  Combining data, common sense, and experience, the Sales Agility Code approach and training equipped our sellers to better navigate the sales situations we face.  Our team is more prepared, asks better questions, and effectively serves more customers by being more ‘agile.’”
Jim Kennedy, Sales LeaderBall Horticultural
“At first, I was a bit sceptical about this approach because I’ve always been a big fan of sales methodology. However, as I dug into the book, I realized that agility is a methodology, just not one that is rigid and procedural. Sales agility is one of our core competencies and it’s great to see a methodology centred around it!”
Marco Lai, Director,Global Sales OperationsGlobal Medical Device Manufacturer
Marco Lai, Director,Global Sales Operations
“Sales is not for the faint of heart, and this book skillfully weaves an incredible amount of innovative content to help sellers who are committed to improvement and agility. Honestly, you’ve delivered the trifecta of books with Cracking the Sales Management Code, Crushing Quota, and now The Sales Agility Code. Well done!”
Wendy Grantham, Vice President of Sales OperationsAMMEX Corporation
Wendy Grantham, Vice President of Sales Operations
“This is the book that every Sales and Sales Enablement leader should read to tackle the problem of building high performing Sales Professionals. There's recognition of the need for such an approach, but there aren't a lot of books available that provide practical strategies, backed by research, to create a path to sales expertise through a focus on developing Sales Agility.  A brilliant follow up to Cracking the Sales Management Code and Crushing Quota.”
Ann-Christel Graham, Former Chief Revenue OfficerTalend
Ann-Christel Graham, Former Chief Revenue Officer
“This is the Agile treasure chest sales teams have been waiting for years. The authors provide sales teams with a clear picture of what it takes to implement the agile mindset and impact sales production with a flair for customer centricity. This book clearly unpacks how to put the customer at the center and focus on finding ways to increase buyer confidence through customer centric personalized “GPS” approaches. I have no doubt by supplementing sales playbooks with the situational agile treasure chest found in The Sales Agility Code, you'll exceed your sales goals this year!”
Katie Krushinskie, Global Sales Learning and Development, Agile CoachDell
“A fresh perspective on an outdated sales approach “one size fits all”, understanding the buyer’s situation in all phases of the customer journey from start to finish.”
Jim Fall, Senior Vice President (retired)3M Industrial and Safety Group
“I’m very impressed with this book. It is a modern and comprehensive look at the state of sales, taking into account evolved buying habits and the need for true sales agility. It is deep on substance and models rather than just ideas. These models allow room for nuance and situational understanding that are crucial to winning with many different types of customers. The Sales Agility Code is one of the better books on sales I’ve read in the past 10 years!”
Ryan Steck, Senior Director of Sales EnablementHenry Schein
“The Sales Agility Code is a profound and thought-provoking book, focusing on the most important “f” word in sales, “fluency.” This is a deep reminder to all of us that selling is an art you can learn if you can gain the right awareness of the situation you face. Read this book if you want to deploy the right knowledge and the right skills in the right way at the right time.”
Oliver Ries, Head of Global Key Account ManagementKrishna Kalva, Learning Solution Manager
Siemens Healthineers
Oliver Ries, Head of Global Key Account Management
“This work bridges the gap between academic theory and “in the trenches” reality. Simply put, if you create a salesforce that understands agility and knows when to change approaches you will outperform the market…dramatically…and the research contained in here proves it. This goes well beyond the typical platitudes contained in most books on sales methodologies. It provides tactical, actionable, and specific strategies for dealing with nearly every sales scenario you are likely to encounter.”
Adrian VoorkampDirector, Learning Deployment,North America
Johnson Controls
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Learn and Replicate

What the Highest-Performing Sales People do to succeed in an unpredictable and ever-changing market.
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The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile―choosing a path based on the buying situations they face and re-assessing those choices often. Sales agility is defined as the ability to assess and make sense of the situation an individual is facing, choose the best way forward aligned to the situation, and then plan and execute the chosen path. Sales agility represents good decision-making that leads to successful execution.

In The Sales Agility Code, industry-leading sales training and development firm VantagePoint Performance, provides a framework so sellers can learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market.

If you are a salesperson who is frustrated with a sales-centric, ineffective methodology The Sales Agility Code is for you. Based on decades of academic and applied research this book teaches a more agile sales approach than the all-too-common one-size-fits-all sales methodology, which research shows is effective only 25% of the time. VantagePoint’s data on high-performing sales managers and high-performing salespeople―gleaned from 10,000+ sellers and 1,600+ sales managers―proves that salespeople who can leverage multiple possible paths to determine the best approach are the ones who accomplish their growth targets.

You’ll learn how to:

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  • Shift to a buyer-focus perspective and assess customer situations from multiple perspectives
  • Make sense of buyers’ situations by considering and weighing all available data and your own insights
  • Choose a sales approach that aligns with the customer situation with your prioritized sales objective
  • Execute a variety of sales tactics that will move the sales opportunity forward
  • Make in-the-moment adjustments as the buyer’s situation evolves

With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.

Meet the Authors

VantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.

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