In Sales, it's not hard to find people with opinions. Everyone has their own biases shaped by their own experiences, but give me a data-driven conclusion over a gut feel any day.

Our guest on this episode, Michelle Vazzana, most certainly has the data to back up her findings. Michelle is the Chief Strategy Officer and Co-Founder of VantagePoint Performance, and the co-author of the upcoming book, The Sales Agility Code.

So we're breaking down exactly how she arrived at her Sales Agility Code. In our conversation, Michelle teaches us about why there's a negligible correlation between experience and expertise, the method behind how you "observe" agility, and how a company that adopted her new methodology went from closing 25% of forecasted deals to 54%.

Key Points:

(00:00) Introduction
(01:40) How the book, "Sales Agility Code," came to be
(08:33) Can the high-performer way of doing things be taught?
(14:15) The mindset needed to adopt a new sales methodology
(23:51) The 4 unique buying situations and how to pair the right behavior to them
(31:12) What does "good coaching" look like in agile selling?
(39:49) Operations lightning round