The sales agility code : deploy situational fluency to win more sales / Michelle V. Vazzana and Lisa Doyle.

Format:

Book

Author/Creator:

Vazzana, Michelle, author.

Doyle, Lisa, author.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

1 online resource (197 pages)

Edition:

1st ed.

Place of Publication:

New York, New York : McGraw Hill, [2023]

Summary:

"Companies know they need to equip their salespeople to compete in today's market, where buying decisions are more complex, differentiation between suppliers is difficult to discern and so much information is available...decision makers struggle to make sense of what they hear from any potential partner. To the buyer, it all sounds like noise. For these reasons, the decades of research VantagePoint Performance has been conducting on high-performing sales managers and high-performing salespeople is more relevant today than it ever has been. VP recently analyzed the data they've been collecting on over 10,000 sellers and greater than 1,600 sales managers. What became glaringly obvious is that salespeople who could leverage all of their previous methodology trainings to determine the best approach are the ones who accomplish their growth targets. That ability to read the buyer, the situation, needs, and instinctively choose the best approach for each deal and situation is Sales Agility"-- Provided by publisher.

Contents:

Intro

Cover

Title Page

Copyright Page

Dedication

Contents

Acknowledgments

Introduction: The Death of the One-Size-Fits-All Approach and the Birth of an Agile Era

PART I DEBUNKING THE MYTH OF THE "ONE PERFECT SALES METHODOLOGY"

Chapter 1 Chaos Is the New Normal

Chapter 2 The Three Levels of Sales Agility and the Sales Agility Research Journey

PART II FOUNDATIONAL SALES AGILITY

Chapter 3 Getting into the Buyer's Mindset

Chapter 4 Assessing the Buying Situation

Chapter 5 Choosing, Planning, and Executing Sales Conversations Across the Buying Journey

PART III THE PILLARS OF SALES AGILITY

Chapter 6 Situational Agility and the Components of the Agility Enablement System

Chapter 7 An Examination of Situational Intelligence

Chapter 8 Situational Readiness

Chapter 9 Fluency: The Most Important "F" Word in Sales

PART IV SITUATIONAL SALES AGILITY

Chapter 10 Assessing: Gathering Intelligence on the Buying Situation

Chapter 11 Choosing and Executing Situational Sales Agility

PART V THE PATH TO SALES EXPERTISE

Chapter 12 Coaching Sales Agility

Chapter 13 How Salespeople Become Experts

Chapter 14 Gaining Precise Insights: The Role of Machine Learning

Appendix: Details of the Sales Agility Research Journey

Notes

Index.

Notes:

Description based on print version record.

Includes bibliographical references and index.

Other Format:

Print version: Vazzana, Michelle The Sales Agility Code: Deploy Situational Fluency to Win More Sales

ISBN:

9781264969654

1264969651

OCLC:

1373988684