Corporate Visions

Sell Like a First Responder

The webinar replay featuring Tim Riesterer and Dr. Leff Bonney reveals that developing situational awareness through collaborative pre-call coaching, referent planning, and interactive whiteboarding techniques significantly enhances sales meeting success by enabling sellers to recognize and respond to potential pitfalls effectively.

Sales meetings can often feel like stressful, make-or-break experiences. If sellers don’t recognize and respond to potential pitfalls in time, the deal won’t survive. How can sellers succeed in these critical situations? Situational awareness is the key, according to first-of-a-kind studies by Dr. Leff Bonney, Associate Professor of Sales and Customer Relationship Management at Florida State University.

In this Emblaze webinar replay, Tim Riesterer and Professor Bonney share why situational awareness leads to sales success and how to develop this vital skill. Specifically, you’ll learn:

  • How “collaborative” vs. “directive” pre-call coaching increases situational awareness.
  • How “referent” vs. “prospective” planning before a call improves sales meeting outcomes.
  • How “whiteboarding” vs. “PowerPointing” during the meeting promotes situational awareness and positive results.

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