Intent for Growth

Nano Interactive, a leader in intent-based advertising, reached a critical crossroads.  As deals shifted from “little and often” to fewer, larger, more complex partnerships, the sales team needed to adapt. Future success demanded a more sophisticated, strategic way of selling, moving beyond feature-led pitching towards a deeper understanding of both brands and their agencies.

But there were sticking points holding them back:

• Conversations were mainly focused on products rather than the clients’ needs.
• Different sellers told inconsistent versions of the Nano story, dilutting the overall message.
• Objections were handled reactively,  instead of being anticipated.

With team confidence impacted by these challenges, Nano turned to True & North to reset the culture. The mission was clear: build the skills, consistency, and consultative mindset required to win in a high-stakes, strategic environment.

True & North worked with the Nano Interactive 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.