27 critical checkpoints across 6 dimensions of sales execution — distilled from 20+ years of field experience and tested across thousands of real deals.
The honest truth: the principles behind elite selling aren't new — every top performer eventually learns them through trial, error, and good mentors.
What's different is having someone who's distilled them across 20+ years of real deals, figured out what actually works, and built AI to apply it for you every single day.
A question to sit with: How many deals in the last 6 months died because you forgot to follow up? Because you didn't quantify their pain early enough? Because you lost track of who the real decision-maker was? You knew what to do. You just didn't do it.
Deep dive
Why Needs Discovery matters, where most teams get it wrong, and how NOVA closes the loop.
Uncovered the emotional story behind their business problem
Sample Question: Ask: "Walk me through the worst day this problem created for your team" - Stories activate 22x more brain regions than facts
Calculated their daily burn rate and made it visceral
Sample Question: Break down costs into hourly/daily burn rates. Loss framing accelerates decisions by 2.3x compared to gain framing
Quantified the cost of inaction with specific numbers
Sample Question: Calculate: Current cost × Time without solution = Total loss. Make them feel the pain of doing nothing
Confirmed they have budget allocated
Sample Question: Direct ask: "Do you have budget allocated for this?" If no, find out budget cycle and approval process
NOVA calculates their specific daily burn rate and generates urgency scripts
Your Checklist Response
✓ Completed:
“Calculated their daily burn rate and made it visceral”
Your Response:
Team of 12 SDRs spending ~90 min/day on manual prospect research. At $35/hr that's $630/day or about $13K/month in wasted productivity.
What NOVA Generates For You
📊 THE SITUATION You've quantified their pain: $13K/month in lost SDR productivity. That's $156K/year—real money that gets VP attention. 🎯 THE PLAY Use loss framing. Don't say "save $13K/month." Say "stop losing $630 every single day your team does manual research." 💬 SCRIPT: "You mentioned $630/day in manual research time. That's nearly $13K walking out the door every month. Our solution is $500/month. Even if we only cut that waste by 40%, you're looking at 10x ROI. Does that math work for your leadership?" ✅ NEXT STEPS Document their reaction in Coach's Office Hours—especially any pushback on the math.
⚡ This is just a preview. In the full product, NOVA adapts every script to your DISC communication style, builds context from every interaction (not just one response), and automatically adds follow-ups to your Today's Most Valuable Actions so no deal ever goes cold.
27
Total Checkpoints
15
Critical Items
6
Dimensions
27 checkpoints. 6 dimensions. Distilled from 20+ years of field experience. Everything top performers do.
So what happens now? You bookmark this page with good intentions. You tell yourself you'll review it before your next big deal. But you won't. Not because you don't care—but because when you're in the heat of a deal, you don't have time to reference a checklist.
That's the gap between knowing and doing. NOVA closes it—surfacing the right action, for the right deal, at the right time, in your voice.
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