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, [...]
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 [...]
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, [...]

2710, 2022

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast
Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

Leadership, Sales Performance

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

2023-05-06T11:15:51-04:00By Elli St. George|Categories: Leadership, Sales Performance|Tags: cogntive biases, forecasting, rep, sales, sales forecasting, sales manager, salespeople|

In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast [...]

1210, 2022

The Sales Cycle: What We Control
The Sales Cycle: What We Control

Execution, Sales Performance

The Sales Cycle: What We Control

2023-05-06T11:17:28-04:00By Nova Consulting|Categories: Execution, Sales Performance|Tags: control, effectiveness, sales cycle, Sales performance|

"If we can focus on making clear what parts of our day are within [...]

505, 2021

How Are You Selling Now in 2021?
How Are You Selling Now in 2021?

Sales Performance

How Are You Selling Now in 2021?

2023-05-06T10:33:17-04:00By Elli St. George|Categories: Sales Performance|Tags: 2021 sales trends, Advanced Sales Conversation, B2B selling, critical sales skills, sales, sales process, salespeople|

We have observed patterns in 2021 sales trends that demonstrate how much the events [...]

Previous 456 Next

Get Inspired!

By real-life success stories, insightful case studies, and thought-provoking articles that delve into the world of sales and the power of effective communication. Our Insights Page is your go-to source for the latest trends, strategies, and practical advice to keep you informed and ready to tackle the ever-changing sales landscape.