How many times have you heard the phrase “feed your eagles” (a phrase coined by Professor Derek Newton of the Darden School of Business and Management at the University of Virginia)? Eagles are the élite sales people, those who hit their targets, no matter how difficult. While many sales leaders want to think that their [...]
The concept of Net Promoter scores has been part of the executive vocabulary for some time now. It was introduced by Fred Reichheld, a Fellow at Bain in 2003. It is a way of doing business that requires every level of the organization be rigorously, consistently focused on the quality of customer and employee [...]
At The Nova Consulting Group we continually advise our clients to continually evaluate and adjust their position in their respective markets. The world has changed - remain relevant or cease to exist is at the core of our guidance. There is a body of work on strategy which supports our premise that continual refinement [...]
It is the lifeblood of any business. Without revenue, the enterprise will cease. Each week, sales teams (including yours) are having “pipeline status” discussions. These discussions may have different names but they all have one goal in mind – what will close when. Understanding and monitoring the health of the “pipeline” is one of [...]
“Assured reliance on the character, ability, strength, or truth of someone or something; one in which confidence is placed; dependence on something future or contingent : hope…” Merriam-Webster Trust - We all know what it is. We all know it is essential in our interactions with others; we even profess to be “trusted advisors” [...]
Just for fun Google “when prospects won't return your calls” and see what happens. My search returned 33,700,000 results in 0.32 seconds. Do you think this is an issue for everyone? All you have to do is look at the advice found in my search: 8 reasons why your prospects are not returning your [...]
We have all heard of the “killer” sales person/manager. They are the greatest – Right? We are not talking the sharp 21st century sales person/manager - the one who understands that the world has changed - selling has changed - information parity – we sell to human beings who are influenced and make decisions [...]
How many times has your sales team “chased” a prospective opportunity only to lose it in the end? Why does your sales leader continue to pour resource into sales team members who are not succeeding? Why is the company leadership so committed to a direction when all of the indicators point to failure if [...]
The Urban Dictionary defines “hockey stick” as “a line graph that stays relatively flat for most of its length then spikes upward abruptly near its end….” Does this describe how your revenue stream looks? If it does, bear in mind that while you may have “made your numbers”, those numbers were realized at a [...]
This advice may sound ridiculous and counter to what every sales person attempts to accomplish when engaged with prospective clients. Strong sales people are supposed to “close” the deal; make the buyer see things their way, pressure the buyer to make the purchase now ( found somewhere in many proposals…”this offer expires in x [...]
