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 Conversation© and some of the concepts we use in our work. We talked about the Multiple Routes of Persuasion and the importance of taking a systematic and research-based approach to manage a sales team.

Take a listen and look for our future episodes on The Sales Lab!