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A powerful, innovative, and proven-effective sales method that
disrupts the one-size-fits-all approach that has dominated the
field for too long 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: * 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.
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Longcuts (Paperback)
Lisa Doyle
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R483
R401
Discovery Miles 4 010
Save R82 (17%)
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Ships in 10 - 15 working days
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Points (Paperback)
Lisa Doyle
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R456
R378
Discovery Miles 3 780
Save R78 (17%)
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Ships in 10 - 15 working days
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Discovery Miles 4 870
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