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, [...]

2610, 2018

You’ve Gotten the Job, Now How Do You Lead Your Sales Team?
You’ve Gotten the Job, Now How Do You Lead Your Sales Team?

Sales Coaching, Sales Performance

You’ve Gotten the Job, Now How Do You Lead Your Sales Team?

2023-05-06T11:00:55-04:00By Nova Consulting|Categories: Sales Coaching, Sales Performance|

With all of the movement in the sales world, it is not unusual for [...]

2205, 2018

Does Money Really Motivate Salespeople?
Does Money Really Motivate Salespeople?

Compensation, Sales Performance

Does Money Really Motivate Salespeople?

2023-05-06T16:10:21-04:00By Nova Consulting|Categories: Compensation, Sales Performance|Tags: compensation plan, money, motivation, salespeople|

The short answer is...“it depends.” Let me tell you a story about Jim (not [...]

2501, 2018

The Hidden Pitfalls of Buyer Relationships and Adaptive Selling
The Hidden Pitfalls of Buyer Relationships and Adaptive Selling

Execution, Sales Performance, The Human Element

The Hidden Pitfalls of Buyer Relationships and Adaptive Selling

2023-10-19T11:53:56-04:00By Nova Consulting|Categories: Execution, Sales Performance, The Human Element|Tags: adaptive selling, buyer, Sales performance, Trust|

What sales approach do you use the most? Most salespeople are inclined to build [...]

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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.