Situational sales agility: a revolution in selling

Duration 44 minutes: As a result of this webinar, participants will have a firm grasp of the decision making process high performers use to be situationally agile.

Credit CPDEx:1.0

Tag(s) Business, Leadership, Self, English, Level 4, Level 5, Level 6, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Collaboration and Relationships, Finding & Qualifying Opportunities, Digital Skills, Governance and Risk, L4B4, L4C6, L4C8, L4C3, L4B6, L4C7, L4B1, L4B2, L4B7, L4C1, L5B4, L6C3, L6C4, L6L3

Description

Recommended audience

Sales professionals, sales managers, sales leadership

Type of audience

UK and International

Description

Put situational agility to work in sales and select sales strategies depending on the customer, their situation and the factors influencing their purchase. Benefit from the expertise of global expert Dr. Michelle Vazzana and discover how to effectively capitalize on every sales opportunity.

In this fast-paced session, Michelle Vazzana will explore the history of sales methodology, major developments, and recent research that shows how methodology must change to meet the needs of today's complex buyers. Vazzana will examine recent research that reveals how today's most successful sellers are agile, adapting their approach to the buying situations they face.

Research into domains outside of sales reveals three pillars to situational agility that exist at multiple levels within the sales force. The powerful decision making that drives sales agility will be unpacked and clarified so that participants can immediately apply this to their own sales opportunities.

Key takeaways

How information noise affects sales and what challenges it creates for salespeople, and how to choose a sales approach that aligns with the customer's situation and your priority goals.
What is situational agility in sales: methods and strategies and what tools allow you to better understand customer decisions based on available data.
How much the sales strategy is influenced by factors such as product knowledge, competition, understanding the problem, buying process, individual preferences.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Michelle Vazzana, Chief Innovation Officer at Imparta

Michelle Vazzana, Chief Innovation Officer at Imparta, is a prolific researcher and sought-after speaker. Vazzana has conducted extensive research and published a series of best-selling books on the topic of sales coaching practices, sales management and sales agility.