21 07, 2023

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

2023-07-21T08:38:43-04:00

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” Study2023-07-21T08:38:43-04:00
9 05, 2023

Pros and Cons of Ethical vs Traditional Persuasion Methods

2023-05-09T12:27:32-04:00

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 Methods2023-05-09T12:27:32-04:00
1 03, 2021

Of HERO and Multiple Routes of Persuasion-The Sales Lab

2023-05-06T10:36:06-04:00

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 Lab2023-05-06T10:36:06-04:00
27 03, 2020

Sales Leadership and Perceived Risk In Troubled Times

2023-05-06T10:45:28-04:00

How do you define "crisis?" A turning point, a moment of danger, or a death knell? And what do you do when you define that there is a crisis? The way forward can be murky with events like COVID-19, industry disruptions, or economic downturns. You still have to meet your revenue goals, and the [...]

Sales Leadership and Perceived Risk In Troubled Times2023-05-06T10:45:28-04:00
22 02, 2015

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

2023-05-15T14:57:25-04:00

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….2023-05-15T14:57:25-04:00
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