Mid-year is such a turning point for a sales team. You can notice trends, problems, and opportunities. However, those problems can be magnified when the sales team is behind in its mid-year goal. On the individual level, sales professionals often feel pressured to push harder to meet assigned quotas as we reach mid-year. The [...]
Even in the Before Time (remember those years before COVID?), buyers were moving away from salespeople and changing when and how sales conversations happened. In our first white paper, Window Into the Buyer’s Mind, we noted that 70.2% of B2B buyers interacted with buyers after they defined their needs (All That Glitters Is Not [...]
Are you a lawyer, consultant, C-level executive, architect, project manager, engineer, or freelancer? Regardless of your profession, you are likely responsible for maintaining clients and attracting new business. However, selling and persuading others may not come naturally to those without a sales background. Instead of trying to be a "salesperson," consider using a framework [...]
Selling shows up in a lot of places that are not sales-specific. Lawyers, architects, c-suite executives, and communications professionals are just a few examples of people who are expected to sell but may not be salespeople. Ethical Persuasion can be the ticket to a more natural and effective way to sell. Recently we had [...]
In Part 2, our two-part segment discusses the study “The Present and Future of the B2B Sales Profession”. We believe that learning and understanding what is happening with seller-buyer behavior is a critical factor in successfully applying data and skills when in conversations. In Part 1, we covered an interesting study found in the [...]
In a business-to-business (B2B) selling situation, persuading potential buyers to purchase is essential to the sales process. However, the methods used to persuade can have different impacts on the ethical implications of the sales pitch. In this blog post, we will compare ethical persuasion to traditional methods of persuasion in a B2B selling situation. [...]
Ethical Persuasion Has Arrived Persuasion often seems to be about someone else trying to convince you. This does not always feel good. However, in the current business environment, organizations are looking for more. Customers know their power and seek companies that take an ethical stance regarding their interactions. Could ethical persuasion effectively drive sales [...]
We follow several researchers for our work at The Nova Consulting Group, but one of our favorites is Dr. Willy Bolander. Dr. Bolander is the Carl DeSantis Associate Professor of Marketing at the University of Florida, and it is worth your time looking at his research. He recently interviewed us about The Advanced Sales [...]
Out of economic hardship can come change – we are cast unto our wits and our talents and our resources and our strengths as we lose all the choices we once had. ---Michael Leunig Michael Leunig, an artist and philosopher might have only talked about economic hardship when he first shared this idea. However, [...]
Imagine you are sitting with a buyer. Things seem to be going well. The buyer is speaking positively about completing the deal with you. Feels good, doesn’t it? Could you bottle that so that every time you interact with a buyer, it feels that way? That was not the answer you were looking for. [...]
