General Archives

21 08, 2023

10 Ways the Advanced Sales Conversation© Supports Non-Traditional Sellers
10 Ways the Advanced Sales Conversation© Supports Non-Traditional Sellers

Ethical Persuasion, Execution, General, Non Traditional Sellers, Sales Performance

10 Ways the Advanced Sales Conversation© Supports Non-Traditional Sellers

Nova Consulting2023-08-21T11:29:45-04:00

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 [...]

10 Ways the Advanced Sales Conversation© Supports Non-Traditional SellersNova Consulting2023-08-21T11:29:45-04:00

9 08, 2023

The Art of Ethical Persuasion
The Art of Ethical Persuasion

Ethical Persuasion, General, Persuasion, Sales Performance

The Art of Ethical Persuasion

Nova Consulting2023-08-09T15:11:19-04:00

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 [...]

The Art of Ethical PersuasionNova Consulting2023-08-09T15:11:19-04:00

21 07, 2023

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study
Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study

Ethical Persuasion, Execution, General, Leadership, Sales Performance

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study

Nova Consulting2023-07-21T08:38:43-04:00

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 [...]

Part 2: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” StudyNova Consulting2023-07-21T08:38:43-04:00

9 05, 2023

Pros and Cons of Ethical vs Traditional Persuasion Methods
Pros and Cons of Ethical vs Traditional Persuasion Methods

Execution, General, Persuasion, Sales Performance, The Human Element

Pros and Cons of Ethical vs Traditional Persuasion Methods

Nova Consulting2023-05-09T12:27:32-04:00

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. [...]

Pros and Cons of Ethical vs Traditional Persuasion MethodsNova Consulting2023-05-09T12:27:32-04:00

15 03, 2023

5 Key Components of Ethical Persuasion In A Sales Conversation
5 Key Components of Ethical Persuasion In A Sales Conversation

Ethical Persuasion, General, Sales Performance, The Human Element

5 Key Components of Ethical Persuasion In A Sales Conversation

Nova Consulting2023-05-06T11:13:24-04:00

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 [...]

5 Key Components of Ethical Persuasion In A Sales ConversationNova Consulting2023-05-06T11:13:24-04:00

1 03, 2021

Of HERO and Multiple Routes of Persuasion-The Sales Lab
Of HERO and Multiple Routes of Persuasion-The Sales Lab

General, Leadership, Process, Sales Performance

Of HERO and Multiple Routes of Persuasion-The Sales Lab

Elli St. George2023-05-06T10:36:06-04:00

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 [...]

Of HERO and Multiple Routes of Persuasion-The Sales LabElli St. George2023-05-06T10:36:06-04:00

24 06, 2020

4 Ways for Sales Leaders to Set a Path Towards Recovery
4 Ways for Sales Leaders to Set a Path Towards Recovery

General

4 Ways for Sales Leaders to Set a Path Towards Recovery

Elli St. George2023-05-06T10:41:50-04:00

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, [...]

4 Ways for Sales Leaders to Set a Path Towards RecoveryElli St. George2023-05-06T10:41:50-04:00

11 03, 2019

What Really Encourages Your Buyer to Choose You?
What Really Encourages Your Buyer to Choose You?

General

What Really Encourages Your Buyer to Choose You?

Elli St. George2023-05-06T10:55:19-04:00

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. [...]

What Really Encourages Your Buyer to Choose You?Elli St. George2023-05-06T10:55:19-04:00

17 05, 2017

The Secret Sauce of Sales Professional’s Decisions
The Secret Sauce of Sales Professional’s Decisions

Decisions, General, Sales Performance

The Secret Sauce of Sales Professional’s Decisions

Nova Consulting2023-05-06T16:22:56-04:00

One Perspective "I'm a successful salesperson because I have good intuition." From the perspective of a veteran sales professional, intuition is a crucial trait of successful salespeople. Some see intuition as a powerful trait that separates great and good salespeople. However, the evidence tells us otherwise. The Evidence Research on the performance qualities of [...]

The Secret Sauce of Sales Professional’s DecisionsNova Consulting2023-05-06T16:22:56-04:00