Buyer, will you remember me? It is a curious thing. Most B2B buyers do not perceive sellers as different from one another. Given how much work goes into the development of products and services, this feels like a bucket of cold water over the head. In our work with sales teams, we hear, “but [...]
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 [...]
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 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 [...]
"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 [...]
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 [...]
What sales approach do you use the most? Most salespeople are inclined to build a relationship with the buyer through the adaptive selling approach. Adaptive selling is one of the best ways to build a relationship with the buyer and gain their trust. There is, however, a subtle and potential pitfall when using adaptive [...]
Sales Performance Behaviors Sales and marketing budgets will consume an average of 12% of company revenues, according to the Gartner 2016-2017 CMO Spend Survey. With that level of spending focused on promoting your company's products and services, you want to ensure that your most potent customer-facing asset, your sales team, is trained and coached on [...]
