In negotiations, our previous discussions emphasized the significance of "who speaks first." However, recent groundbreaking research in negotiation science has shed light on a new aspect: the divergent impact of pre-negotiation "small talk" on men and women negotiators. Brooke A. Shaughnessy, Alexandra A. Mislin, and Tanja Hentschel, esteemed researchers in this field, delve into [...]
In the rapidly evolving landscape of sales, the tactics and strategies of the past have lost their effectiveness. In addition, the rise of the Economy 2.0 has ushered in a new era of buyer expectations and demands, presenting unique challenges for sales teams striving to meet revenue targets using outdated Economy 1.0 approaches. The [...]
At the core of any high-performance sale team are its members. While sales leaders exert tremendous influence on the sales team, the individual team member will produce success (or not). For this discussion, we focus on the competencies of the individual sales team member. Have you read any job postings for sales talent lately? They are filled with [...]
The benefits of this understanding are reflected throughout the sales process but exhibit particular influence during the final phases of the sales cycle, specifically the price negotiation phase. In their research, “Precise Offers are Potent Anchors: Conciliatory Counteroffers and Attributions of Knowledge in Negotiations”, authors Malia Mason, Alice Lee, Jill Willey, and Daniel Ames [...]
Strategy execution for some is a challenge. Navigating the gap between the “strategist” on the hill and those tasked with strategy execution is full of potholes. In their ground breaking research with over 1000 companies, government agencies and non-profits in 50 countries, Gary L. Neilson, Karla L. Martin, and Elizabeth Powers discovered that “employees [...]
The concept of Net Promoter scores has been part of the executive vocabulary for some time now. It was introduced by Fred Reichheld, a Fellow at Bain in 2003. It is a way of doing business that requires every level of the organization be rigorously, consistently focused on the quality of customer and employee [...]
At The Nova Consulting Group we continually advise our clients to continually evaluate and adjust their position in their respective markets. The world has changed - remain relevant or cease to exist is at the core of our guidance. There is a body of work on strategy which supports our premise that continual refinement [...]
“Assured reliance on the character, ability, strength, or truth of someone or something; one in which confidence is placed; dependence on something future or contingent : hope…” Merriam-Webster Trust - We all know what it is. We all know it is essential in our interactions with others; we even profess to be “trusted advisors” [...]
The Urban Dictionary defines “hockey stick” as “a line graph that stays relatively flat for most of its length then spikes upward abruptly near its end….” Does this describe how your revenue stream looks? If it does, bear in mind that while you may have “made your numbers”, those numbers were realized at a [...]
The Selling Model Has Changed Unless you have been asleep for the past decade, you know that “buyers” are specific. In other words, they want what they want, when they want it, and how they want to consume it (“it” is your product and service). They also are “swimming” in the [...]
