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 with a buyer who either does not fit your Ideal Customer Profile or has no intention of buying. [...]
In Part 2, our two-part segment discusses the study “The Present and Future of the B2B Sales Profession”. We believe that learning and understanding what is happening with seller-buyer behavior is a critical factor in successfully applying data and skills when in conversations. In Part 1, we covered an interesting study found in the [...]
In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast need not be merely the product of informed guesswork or hunches, but that such problems lend themselves to a systematic, quantitative appraisal in which the margin of error can be greatly reduced." So, not exactly a new challenge for sales [...]
We follow several researchers for our work at The Nova Consulting Group, but one of our favorites is Dr. Willy Bolander. Dr. Bolander is the Carl DeSantis Associate Professor of Marketing at the University of Florida, and it is worth your time looking at his research. He recently interviewed us about The Advanced Sales [...]
“They should know, shouldn’t they?” On one hand, this is a valid question. On the other hand, it may highlight a missed step in your communication with your sales team members. The baseline expectation is that they will sell the product or service your company offers to the best of their ability. But beyond [...]
How do you define "crisis?" A turning point, a moment of danger, or a death knell? And what do you do when you define that there is a crisis? The way forward can be murky with events like COVID-19, industry disruptions, or economic downturns. You still have to meet your revenue goals, and the [...]
“Everything that irritates us about others can lead us to an understanding of ourselves” -Carl Jung True, but Carl Jung left out one crucial part. The key is stopping to ask yourself “why” you feel irritated in the first place. The best coaches and leaders ask that sort of question. They know they [...]
In the realm of sales, the question of how to measure performance is a ubiquitous one. When posed to our clients, the responses we receive often revolve around outcome-based control system measurements such as meeting revenue and profit goals, as well as acquiring new customers. These metrics, while important, represent a traditional approach that [...]
