How Does Your Buyer Remember You?
Buyer, will you remember me? It is a curious thing. Most B2B buyers do not perceive sellers as different from one another. Given how much work goes into the development of products and services, this feels like a bucket of cold water over the head. In our work with sales teams, we hear, “but I’m […]
Mid-Year Sales Review: Simplify and Stop Pushing
Mid-year is such a turning point for a sales team. You can notice trends, problems, and opportunities. However, those problems can be magnified when the sales team is behind in its mid-year goal. On the individual level, sales professionals often feel pressured to push harder to meet assigned quotas as we reach mid-year. The instinct […]
Listening to Understand: Sales Conversations That Matter in the Digital Age
Even in the Before Time (remember those years before COVID?), buyers were moving away from salespeople and changing when and how sales conversations happened. In our first white paper, Window Into the Buyer’s Mind, we noted that 70.2% of B2B buyers interacted with buyers after they defined their needs (All That Glitters Is Not Gold, […]
Leading Resiliency: Developing Your Sales Team for 2024’s Challenges
The sales landscape is undergoing a monumental shift, creating turbulence for sales teams. High-performing sales teams show greater resiliency when ongoing development is part of the employee experience. That resiliency supports how salespeople cope, think, and act daily. It is crucial to prime your team for the challenges and opportunities of 2024. Practices and “rules” […]
CROs, Is This Sales Conversation Myth Derailing Your Forecast?
CROs, Is This Sales Conversation Myth Derailing Your Forecast? Image: Copyright © The Nova Consulting Group All Rights Reserved There is this weird perspective in sales that could very well derail your forecast. There is this belief that any sales conversation is better than no conversation. This means that someone on your team is meeting […]
10 Ways the Advanced Sales Conversation© Supports Non-Traditional Sellers
10 Ways the Advanced Sales Conversation© Supports Non-Traditional Sellers Photo 970700 © Ken Hurst | Dreamstime.com Are you a lawyer, consultant, C-level executive, architect, project manager, engineer, or freelancer? Regardless of your profession, you are likely responsible for maintaining clients and attracting new business. However, selling and persuading others may not come naturally to those […]
5 Pitfalls of DIY Coaching
What comes to mind when you define “coach?” Some guy with a whistle, maybe a memory of someone you played for on a team, or people on the sideline directing their team to play better? Most of us have the context of the sports-type coach. But, unfortunately, this is where the pitfalls of do-it-yourself coaching […]