Remember that strategic plan you set up? It was, and is, full of energy and inspiration. But there is a temptation to get distracted by everyday performance as you and your team...
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...
“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...
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...
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...
“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 with your sales team members. The...
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....
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...
We must “find and solve the pain,“ to be told by traditional sales pontiffs. Sellers who leverage behavioral science in their methodology know that two equal and powerful motivators are at the...
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...
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...
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...
