{"title":"Michelle Vazzana","description":null,"products":[{"product_id":"crushing-quota-proven-sales-coaching-tactics-for-breakthrough-performance-book-michelle-vazzana-9781260121155","title":"Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance","description":"Make sales coaching a daily priority for top-of-game staff performance   Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.    Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:   • Provide clear direction for sellers on how to get to quota—for all sales roles • Ensure effective execution by coaching the right things, in the right measure, executed the right way  • Assess seller performance and make timely course corrections   It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple.    Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49550457667857,"sku":"GOR010644677","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":49731367010577,"sku":"NGR9781260121155","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":50378673094929,"sku":"CIN1260121151G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":51022382203153,"sku":"NIN9781260121155","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":51416882741521,"sku":"CIN1260121151VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1260121151.jpg?v=1751336110"},{"product_id":"sales-agility-code-deploy-situational-fluency-to-win-more-sales-book-michelle-vazzana-9781264965823","title":"The Sales Agility Code: Deploy Situational Fluency to Win More Sales","description":"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.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50823118389521,"sku":"CIN1264965826G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1264965826.jpg?v=1750825172"}],"url":"https:\/\/www.worldofbooks.com\/collections\/author-books-by-michelle-vazzana.oembed","provider":"World of Books ","version":"1.0","type":"link"}