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, [...]

103, 2021

Of HERO and Multiple Routes of Persuasion-The Sales Lab
Of HERO and Multiple Routes of Persuasion-The Sales Lab

General, Leadership, Process, Sales Performance

Of HERO and Multiple Routes of Persuasion-The Sales Lab

2023-05-06T10:36:06-04:00By Elli St. George|Categories: General, Leadership, Process, Sales Performance|Tags: Advanced Sales Converstion, Elli St. George, sales, sales leadership, Sales performance, sales team, Steve Awtrey, The Nova Consulting Group, The Sales Lab, Willy Bolander|

We follow several researchers for our work at The Nova Consulting Group, but one [...]

2010, 2020

What Is Under the Hood of Effective Expectations?
What Is Under the Hood of Effective Expectations?

Leadership, Sales Performance

What Is Under the Hood of Effective Expectations?

2023-05-06T10:39:34-04:00By Elli St. George|Categories: Leadership, Sales Performance|Tags: expectations, meaning and expectations, performance, Sales leaders, sales manager, salespeople, setting expectations, setting expectations is powerful|

“They should know, shouldn’t they?” On one hand, this is a valid question. On [...]

2406, 2020

4 Ways for Sales Leaders to Set a Path Towards Recovery
4 Ways for Sales Leaders to Set a Path Towards Recovery

General

4 Ways for Sales Leaders to Set a Path Towards Recovery

2023-05-06T10:41:50-04:00By Elli St. George|Categories: General|Tags: COVID, pandemic, sales, Sales leader, Sales leaders, sales plans, sales rep|

Out of economic hardship can come change – we are cast unto our wits [...]

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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.