how situational awareness improves sales performance

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 webinar replay, Tim Riesterer, Chief Strategy Officer at Emblaze (formerly B2B DecisionLabs) and Professor Bonney will share why situational awareness begets 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.


Leadership and coaching , Customer acquisition


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