Evolution of Sales Methodologies
From Process-Driven to Adaptive By Design

In this insight-packed webinar, Dr. Michelle Vazzana unpacks how sales methodologies have evolved over time. She will share early innovations in sales process and methodology and detail how methodologies have had to adapt over time to meet today’s buying realities.

She will link Imparta’s deep research findings with current analyst insights from Gartner and Forrester research, specifically outlining how sellers and sales managers in today’s business-to-business selling environment must adapt. This adaptive behavior needs to be embedded in the seller’s business as usual practices to accomplish what Gartner terms being “Adaptive By Design.”

Top-performing sellers are better decision makers, ensuring they understand the buying situation they face, choose the most relevant approach, and execute that approach in superior ways. She will reveal the three pillars that form the basis for situational sales agility, the critical actions within each pillar, and why all three are necessary to achieve situational sales agility in everyday sales execution.

View this on-demand session for valuable insights into:

– A clear timeline and key milestones in the development and adaptations of sales methodology over time.

– A clear understanding of the three pillars of situational sales agility based on recent quantitative research.

– The methods agile sellers use to understand and make sense of the buying situations they face.

– How agile sellers select the most relevant and powerful approach to navigating buying situations.

– The role of insight, influence, and trust in driving superior sales execution.

The insights for this webinar have just been released in Imparta’s newest book “The Sales Agility Code: Deploy Situational Fluency to Win More Sales.”