As leaders, we are all aware that customer procurement and buying process are under constant evolution. What are some of the key characteristics of today’s marketplace that we need to consider? Customer Behaviors: Customers are well-informed and far more knowledgeable. They often know what they want and will find you before you find them. Customers [...]
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I am the founder & Managing Director of Novalliance Sales Performance Partners. For the past 30+ years, we have helped equip regional and global sales organizations strengthen their strategic and tactical business development capability. My greatest interest is ‘trend spotting’ and transforming emerging sales challenges into new opportunities through the creation and implementation of new methodologies and tools. It is my desire that nova::chat will be a forum for this type of discussion. 
We focus on two critical areas for ensuring success in today’s marketplace: sales process innovation and the corresponding equipping of front-line teams with new skills and capabilities to create new opportunities, build unique customer value and generate increased revenues at higher margins. 
