Sales performance 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

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

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

25 01, 2018

The Hidden Pitfalls of Buyer Relationships and Adaptive Selling
The Hidden Pitfalls of Buyer Relationships and Adaptive Selling

Execution, Sales Performance, The Human Element

The Hidden Pitfalls of Buyer Relationships and Adaptive Selling

Nova Consulting2023-10-19T11:53:56-04:00

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 [...]

The Hidden Pitfalls of Buyer Relationships and Adaptive SellingNova Consulting2023-10-19T11:53:56-04:00

8 04, 2017

Successful Sales Behaviors – Coaching for Performance
Successful Sales Behaviors – Coaching for Performance

Execution, Sales Coaching, Sales Performance

Successful Sales Behaviors – Coaching for Performance

Nova Consulting2023-07-12T16:20:08-04:00

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 [...]

Successful Sales Behaviors – Coaching for PerformanceNova Consulting2023-07-12T16:20:08-04:00

28 02, 2016

The Less Than The Truth: How Effective Sales Coaching Can Reduce Dishonestly Among Salespeople
The Less Than The Truth: How Effective Sales Coaching Can Reduce Dishonestly Among Salespeople

Sales Coaching, Sales Performance

The Less Than The Truth: How Effective Sales Coaching Can Reduce Dishonestly Among Salespeople

Nova Consulting2023-05-06T17:12:47-04:00

The ugly truth is that we, as humans, lie. We do it all the time for various reasons. A study by the University of Massachusetts found that in a 60-minute conversation, most of us lie at least once! Add time pressure and self-interest to every sales situation, and you have a recipe for disaster. [...]

The Less Than The Truth: How Effective Sales Coaching Can Reduce Dishonestly Among SalespeopleNova Consulting2023-05-06T17:12:47-04:00

11 05, 2015

What’s Your (Influence) Style?
What’s Your (Influence) Style?

Ethical Persuasion, Execution, Sales Performance, The Human Element

What’s Your (Influence) Style?

Nova Consulting2023-05-15T12:57:02-04:00

Working with our client sales teams, the topic of selling "style" is typically something we encounter. "That's my style," "what I am comfortable with," or "I am just that kind of person"….is usually part of the description. Influence style "Selling style," or Influence Style, is critical to successful sales outcomes. It is that mix [...]

What’s Your (Influence) Style?Nova Consulting2023-05-15T12:57:02-04:00