sales 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

27 10, 2022

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast
Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

Leadership, Sales Performance

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate Forecast

Elli St. George2023-05-06T11:15:51-04:00

In 1951, Jay Gould wrote in the Journal of Marketing that "a sales forecast need not be merely the product of informed guesswork or hunches, but that such problems lend themselves to a systematic, quantitative appraisal in which the margin of error can be greatly reduced." So, not exactly a new challenge for sales [...]

Looking for an End-Of-Year Forecast? Why Your Team is Likely to Give You an Inaccurate ForecastElli St. George2023-05-06T11:15:51-04:00

5 05, 2021

How Are You Selling Now in 2021?
How Are You Selling Now in 2021?

Sales Performance

How Are You Selling Now in 2021?

Elli St. George2023-05-06T10:33:17-04:00

We have observed patterns in 2021 sales trends that demonstrate how much the events of 2020 have accelerated or completely altered B2B selling. There is a need for specific critical skills for organizations to compete and grow effectively in 2021 and beyond. Some companies had a banner year during 2020, but this will not insulate [...]

How Are You Selling Now in 2021?Elli St. George2023-05-06T10:33:17-04:00

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

27 03, 2020

Sales Leadership and Perceived Risk In Troubled Times
Sales Leadership and Perceived Risk In Troubled Times

Leadership, The Human Element

Sales Leadership and Perceived Risk In Troubled Times

Elli St. George2023-05-06T10:45:28-04:00

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 TimesElli St. George2023-05-06T10:45:28-04:00

28 06, 2015

Before the Talks Begin: Who Wins – Men or Women
Before the Talks Begin: Who Wins – Men or Women

Execution, Sales Performance, Strategy, The Human Element

Before the Talks Begin: Who Wins – Men or Women

Nova Consulting2023-05-15T11:53:34-04:00

In negotiations, our previous discussions emphasized the significance of "who speaks first." However, recent groundbreaking research in negotiation science has shed light on a new aspect: the divergent impact of pre-negotiation "small talk" on men and women negotiators. Brooke A. Shaughnessy, Alexandra A. Mislin, and Tanja Hentschel, esteemed researchers in this field, delve into [...]

Before the Talks Begin: Who Wins – Men or WomenNova Consulting2023-05-15T11:53:34-04:00