The Hidden Pitfalls of Buyer Relationships and Adaptive Selling
What sales approach do you use the most? For most salespeople, the inclination is to build a relationship with the buyer through the use the adaptive selling approach. Adaptive selling is often thought...
View ArticleDoes Money Really Motivate Salespeople?
The short answer is...“it depends.” Let me tell you a story about Jim (not his real name). Jim’s sales manager was finding it hard to move Jim away from larger deals in his pipeline that were stuck....
View ArticleYou’ve Gotten the Job, Now How Do You Lead Your Sales Team?
With all of the movement in the sales world, it is not unusual for sales leaders to move from organization to organization. Sometimes it’s moving up from being a regional leader to a vice president...
View ArticleWhat Really Encourages Your Buyer to Choose You?
Imagine you are sitting with a buyer. Things seem to be going well. The buyer is speaking positively about completing the deal with you. Feels good, doesn’t it? Could you bottle that so every time you...
View ArticlePerfecting the Sales Conversation: Discovering the Pain
We have told by the traditional sales pontiffs to "find and solve the pain" but they are only telling us half of the story. Sellers who leverage behavioral science in their methodology, know that there...
View ArticleSales Leadership and Perceived Risk In Troubled Times
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? With events like COVID-19, industry disruptions, or economic...
View Article4 Ways for Sales Leaders to Set a Path Towards Recovery
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, artist...
View ArticleWhat Is Under the Hood of Effective Expectations?
“They should know, shouldn’t they?” On one hand, this is a valid question. On the other hand, it may highlight a missed step in your communication to your sales team members. The baseline expectation...
View ArticleOf HERO and Multiple Routes of Persuasion-The Sales Lab
There a number of researchers that we follow 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...
View ArticleHow Are You Selling Now in 2021?
Looking at the sales trends for 2021, there are patterns that highlight how much the events of 2020 have accelerated or completely changed how B2B selling is conducted. There is a need for certain...
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