effectiveness 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

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

3 07, 2023

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

Execution, Sales Performance

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

Nova Consulting2023-07-18T10:57:19-04:00

With this post, we’re doing a two-part segment. Understanding the evolving dynamics of seller-buyer interactions is a critical element for effectively utilizing data and skills in B2B sales conversations In this first part, we cover an exciting study found in the Journal of Selling & Sales Management. In the second part, you will read [...]

Part One: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” StudyNova Consulting2023-07-18T10:57:19-04:00

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

12 10, 2022

The Sales Cycle: What We Control
The Sales Cycle: What We Control

Execution, Sales Performance

The Sales Cycle: What We Control

Nova Consulting2023-05-06T11:17:28-04:00

"If we can focus on making clear what parts of our day are within our control and what parts are not, we will not only be happier; we will have a distinct advantage over other people who fail to realize they are fighting an unwinnable battle……." Ryan Holiday and Stephen Hanselman … The Daily [...]

The Sales Cycle: What We ControlNova Consulting2023-05-06T11:17:28-04:00

22 02, 2015

Abusive Leaders? “…get rid of them…” or suffer the (performance) consequences….
Abusive Leaders? “…get rid of them…” or suffer the (performance) consequences….

Execution, The Human Element

Abusive Leaders? “…get rid of them…” or suffer the (performance) consequences….

Nova Consulting2023-05-15T14:57:25-04:00

We have discussed the negative impact of authoritarian sales leadership in previous posts because of its negative impact on performance. Democratic or egalitarian leaders lead elite, high-performing sales teams. Workplace Bullying According to WBI – The Workplace Bullying Institute's 2014 national survey, the number of workers affected by workplace bullying is estimated to be [...]

Abusive Leaders? “…get rid of them…” or suffer the (performance) consequences….Nova Consulting2023-05-15T14:57:25-04:00