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The Nature of Situational Sales Agility

The Nature of Situational Sales Agility

Gartner and Forrester are talking about situational awareness and situational fluency. But what does this mean? VantagePoint research aligns with recent Gartner research indicating the need for deep situational awareness for agile sellers. 

This information-packed webinar helps sellers make sense of the nature of buying situations, how buying factors impact situational awareness, and how the most successful sellers adapt.

Recent research will be shared that simplifies the complex task of understanding and making sense of individual buying situations. Patterns in buying situations provide sellers with a simplified way to assess and make sense of buying situations, as well as identify sales strategies with the best chance of winning in each buying situation.

In addition to situational awareness, we explore VantagePoint’s recent research into the importance of the buying journey, as well as the emotional and motivational aspects that impact how buyers behave. This insight helps sellers better align to buyer preferences, creating overall more positive and satisfying buying experiences. This alignment between buyer behavior and situational sales agility helps today’s sellers successfully navigate today’s constantly evolving buying landscape.

Discussion topics

  • A thorough understanding of the most recent research on buying situations

  • Frameworks for simplifying the complex task of assessing individual buying situations

  • A practical path to matching sales strategies and tactics to best align with buyer preferences, increasing the chances of winning

Key Takeaways

  • Sales Agility is the ability to adapt the sales approach to the buying situation

  • Agile salespeople assess and make sense of the buying situation using five categories of buying factors

  • Sales tactics are fluid and interchangeable based on changes in the buying situation

Resources