We would like to thank our clients, colleagues, and friends who have made our year full of learning and growth! We look forward to supporting more sales leaders and sales teams connect with today's buyers effectively with memorable sales conversations #Thanksgiving #B2Bsales #sales #salesleaders #salesconversations
关于我们
We’re excited to announce that Nova Consulting Group is now Compelity? What if a sales conversation was as natural as sitting down with someone over a cup of coffee? It’s time to create more human sales conversations that make buyers sit up and take notice. At Compelity, we know people will do what they are going to do, so we developed conversational models with a research-based and practical approach for more impactful conversations, whether they are hybrid, remote, or in-person. The human touch makes sales conversations more powerful! Selling has changed, and the conversation has changed. Give your team the competitive edge they need to differentiate themselves so that your buyer says, “Wow! That didn’t even feel like a sales conversation!” Architecting the Deal Model?: - Balancing today’s issues with tomorrow’s aspirations, Architecting the Deal Model? offers a holistic and strategic approach that manages buyers’ nonlinear decision paths. Get more certainty in your forecast while creating sustainable relationships with your buyers. The Advanced Sales Conversation Model?: Whether you want someone to buy your product, service, or an idea, it starts with a conversation. Combining research with practical application, the Advanced Sales Conversation? uses natural conversation for a deeper, more collaborative sales conversation. Nudge Interview Model? Built specifically for customer success teams tasked with selling, this conversation model uses the natural desire to help and partners with human-centered conversation that supports problem-solving and collaboration. Who We Serve: Medtech and SaaS/AI organizations dedicated to refining their sales and business development processes. We partner with you to enhance the skills of your sales team and bring the rigor and expertise required to execute better conversations that lead to competitive advantage and buyers who want long-term relationships. Let's rethink sales conversations. Let’s start a conversation.
- 网站
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https://novaconsultinggrp.com/
Compelity的外部链接
- 所属行业
- 商务咨询服务
- 规模
- 2-10 人
- 总部
- Boston
- 类型
- 私人持股
- 创立
- 2010
- 领域
- Sales Strategies、Revenue Growth、Sales Tactics、Sales Process Development、Sales Conversation、Sales Performance、Sales leadership、Go-To-Market-Strategy Execution和Sales Coaching
地点
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主要
获取路线
US，Boston
动态
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There are some interesting trends going on in B2B sales. There are still a large portion of sales professionals who are going to miss their quota. QuotaPath in their 2024 Compensation Trends report surveyed sales leaders and 91% stated their teams were going to miss quota. Part of it is how sellers adapt to where buyers are mentally and physically. Connection matters, being human matters #B2Bsales #sales #salesenablement #salesleaders #salestraining
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There are ways to lay a solid foundation with your buyers that build trust and more open dialogue. This can prevent some objections from forming, reduce friction points, and demonstrate why your your solution will fit them best. Check out this video about the 3 ways to build trust with your buyer #B2Bsales #sales #salesenablement #saleseffectiveness
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People tune out for all kinds of reasons. Some of the most consistent points of data that buyers consistently report in buyer behavior surveys is the importance of salespeople acting as advisors, incorporating short and long term goals into the sales conversation, and listening to understand. Slipping into presentation mode can cause your buyer to tune out and not connect how your product/service could be valuable to them. This opens the possibility for objections to form. This week's Pro Tip offers how you can offer features and benefits in a more natural and useful way #B2Bsales #sales #salesconversations #chiefsalesofficer #vpsales #salesobjections
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Think about this - a sales conversation is a decision making conversation. In a sales conversation, there is an opportunity to create a world with your buyer. You want them to value your product/service more highly than your competitor and see you as a good partner for the long term. But this needs the foundation of changing thinking. When your buyer is expressing concerns or objections, this is a moment to check what kind, if any, world you are co-creating #B2Bsales #sales #salesenablement #salesleaders #salesmanagement
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'Yeah buts' can herald objections and it sounds like there is interest so what is going on here? We talk about counterfeit yeses in our training and 'yeah but' is one of those. This is a key moment for you to use curiosity to discover what is causing hesitation. For sales leaders, how many of these do you see hanging around in the pipeline or the forecast? Check out this video for ways to help your buyer through their hesitation and get to a clear yes or no #B2Bsales #sales #salesmanagement #salesconversation #salesenablement
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The way we understand and make meaning in our world is quite fascinating! This week's "Did you know...?" focuses on a thinking habit called assimilation. Think back to a time you were trying to describe something that the other person knows very little or nothing about. If they said, "oh, that's just like....", then they were assimilating the information. In sales conversations, particularly for disruptive or innovative products/services, this can slow down both connection and understanding what might be valuable to your buyer. Now you can know what's happening and work around it. #B2Bsales #sales #salesconversations #chiefsalesofficer #vpsales
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Uncertainty and indecision can create stress and result in objections. One thing that seems to not make sense is that people will choose to stay uncomfortable because it seems more uncomfortable to change. Be watchful for this throughout an opportunity's life cycle. Learn more with this video #B2Bsales #sales #decisionmaking #chiefsalesofficer #vpsales
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One of the key turnoffs for buyers is when sellers don't seem curious about their goals, aspirations, or even concerns. Most salespeople know, at some level, that it's not about their product/service. It's what the product/service MEANS. Check out this video for more ways to prevent or eliminate objections #B2Bsales #sales #handlingobjections #salesconversation
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Ever get a lead and discover that they are really not anywhere near your ideal customer profile so it goes nowhere? In another scenario, you do meet someone in your ideal customer profile and they just don't see how your product/service makes a difference. These are a couple of examples of non-customers and come with their own set of objections which, really, are nonstarters. But could you learn anything from them? According to this Inc article, there may be lots to learn from the "least likely to buy from you" category. What do you think? Could you learn something from them? https://buff.ly/3CA34im #B2Bsales #sales #objections #chiefsalesofficer #vpsales