The Sales Agility Code: Deploy Situational Fluency to Win More Sales

Index

A

ABA. See “Always be assessing”

ABC. See “Always be closing”

Abdominal muscles, ballet and, 152

Abdominal pain, 111

Absolute heat map, 251–252

Account management activities, 245–246

Account planning, 245–246

Acme way, of selling, 182

Acquisition of new customers, 243

Action, recognition and, 105

Actionable steps, 76, 95–96

Active empathy, 89

Active opportunities, 203

Activity coaching, 17

Agenda

for coaching session, 203, 204, 221

for sales call, 74, 82, 86

AgileEdge algorithm, 241

Agility

ability to teach, 102–103

buying journey and, 206–207

choosing and, 72

coaching of, 206–213, 221, 222

core muscles of, 151–152, 157, 215

enablement system for, 104, 118, 144–145, 153

foundational, 27–28, 31, 33, 53–55, 69, 87

insights for, 241–242, ...