Sales Conversation Archives

4 09, 2024

How Does Your Buyer Remember You?
How Does Your Buyer Remember You?

Non Traditional Sellers, Persuasion, Sales Conversation, The Human Element

How Does Your Buyer Remember You?

Nova Consulting2024-09-04T13:55:13-04:00

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 [...]

How Does Your Buyer Remember You?Nova Consulting2024-09-04T13:55:13-04:00

4 06, 2024

Listening to Understand: Sales Conversations That Matter in the Digital Age
Listening to Understand: Sales Conversations That Matter in the Digital Age

Execution, General, Sales Conversation, Sales Performance, Training and development

Listening to Understand: Sales Conversations That Matter in the Digital Age

Nova Consulting2024-06-04T16:57:36-04:00

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 [...]

Listening to Understand: Sales Conversations That Matter in the Digital AgeNova Consulting2024-06-04T16:57:36-04:00