The Sales Agility Code: Deploy Situational Fluency to Win More Sales - Hardcover

Vazzana, Michelle; Doyle, Lisa Sottosanti

Hardcover

ISBN 10: 1264965826 ISBN 13: 9781264965823

Publisher: McGraw Hill, 2023

Synopsis

Develop the mental agility and razor-sharp decision making of today’s most successful salespeople

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 continually re-assessing those choices.

In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking, research-driven guide teaches you how to:

• 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.

About this title

About the Author

Michelle Vazzana is Chief Strategy Officer and cofounder of VantagePoint Performance, a global sales training and development firm. A prolific researcher and popular speaker on the topic of sales leadership and sales agility, she has conducted the most extensive research to date on the topic of sales coaching practices. Vazzana has 35+ years of sales and leadership experience. 

Lisa Sottosanti Doyle is Executive Vice President of Product Development and Customer Success at VantagePoint Performance. With a strong background in organization development, instructional design, facilitation, and coaching. Lisa's focus is supporting individual success by helping to create clarity and strengthen decision making.

From the Back Cover

"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 Coach, Dell Corporation

"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."
—Adrian Voorkamp, Director, Learning Deployment, North America, Johnson Controls

"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 naive by nature and arrogant in its
overreaching 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."
—John E. Davis, Senior Vice President, Global Sales and Marketing, Artivion, Inc.

"The Sales Agility Code reveals how every seller can be agile and meet the buyer where they are. I found ahas in every section; your sellers will thank you—and so will your customers."
—Tariq Sharif, Head of Global Revenue Enablement, Talend

"I’m very impressed with this book. It is deep on substance and models rather than just ideas. The Sales Agility Code is one of the better books on sales I’ve read in the past ten years!"
—Ryan Steck, Senior Director of Sales Enablement, Henry Schein

Edition details

• Publisher: McGraw Hill
• Publication date: 2023
• Language: English
• ISBN 10: 1264965826
• ISBN 13: 9781264965823
• Binding: Hardcover
• Edition number: 1
• Number of pages: 304