Intent for Growth

Nano helps brands succeed across the open web — using AI-powered insights and verified persona data – they can target in-market audiences with precision and scale  .  

Growth brought bigger deals—and with them, a new demand: a more sophisticated, strategic way of selling.

As Nano’s deals shifted from little and often to fewer, larger, more complex, the sales team needed to adapt. Success meant moving beyond pitching features to building genuine client understanding of both brands and their agencies.

But there were sticking points holding them back. Their conversations were still focused on products rather than the clients’ needs. Different sellers told inconsistent versions of the Nano story, which diluted the overall message. Objections were handled reactively,  instead of being anticipated. On top of that, the team’s confidence had taken a hit.

Nano asked True & North to help the team reset, building the skills, consistency and mindset needed to win in this new environment.

True & North worked with the Nano Sales team to move beyond product pitching and build a more client-centred, consultative approach. Together, we equipped them to qualify opportunities with confidence, ask the right questions to uncover where Nano’s advanced targeting creates real value, and handle objections before they surfaced.

We also gave the team the structure and shared language to tell a consistent Nano story — one that reflects both the strength of their technology and the clarity of their thinking.

The result? A confident, joined-up team, ready to have more meaningful conversations, position Nano’s value earlier, and close complex, high-value deals that their technology deserves.