Added on September 3, 2012
John O' Gorman
Buying Decision , Buying Process , Sales Books , Sales Cycles , Sales Process , Sales Strategy , The Art Of The Delay
Sellers battle procrastinating buyers every day in the hope of meeting this quarter’s target. But as a new book reveals there is a good reason for buyers to want to delay a decision. It is a classic case of buyer as a tortoise and seller as a hare. Selling To The Procrastinating Buyer Understandably sellers […]
Added on August 29, 2012
Ray Collis
Accelerating The Sale , Buying Decision , Buying Process , Sales Cycle , Sales Process , Seller Frustration , Stalled Deals
In selling, just as in sports, speed is just one of the factors that determine success. Indeed, Gold Medal winners provide some inspiration in coping with longer more complex sales. Olympic Inspiration For Sellers I bet you have heard of Usain Bolt, the fastest person ever and star of the 2012 London Olympics. Bolt won […]
Added on August 28, 2012
Ray Collis
Buying Decisions , Buying Process , Dave Stein , Sales Cycle , Stalled Deals
One of the most popular B2B Sales Blogs from the US has just posted an interview with The ASG Group’s John O Gorman and Ray Collis on the subject of stalled deals. The interviewer Dave Stein of ES Research Group asked Ray and John the following searching questions, with a snippet of the responses shown for each: 1. Why […]
Added on August 16, 2012
Ray Collis
Sales Performance , Sales Success , Sales Training
We did an analysis of sales training courses recently. We found that there was little change in over a decade in terms of the topics being addressed. More important still, it appears that sales training has failed to reflect any of the dramatic changes that have taken place in respect of how buyers buy. Indeed, […]
Added on August 13, 2012
John O' Gorman
Sales Methodology , Sales Trends , Solution Selling
Buyers still need solutions right? Well, of course they do. Indeed, they want better solutions than ever before and they want a better price too! The only problem is that they don’t necessarily need or want the sales and marketing that goes with them. This paradox is at the centre of a new controversy in […]
Added on August 3, 2012
Ray Collis
Buying Decision , Price Negotiation , Pricing Strategy , Procurement , Sales Meetings
More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]
Added on August 2, 2012
Ray Collis
Comparative Quotes , Competitive Tender , Sales Forecasting , Sales Planning , Sales Strategy
Don’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. Don’t let an apparent coziness fool you into thinking that the buyer is going to be monogamous! In […]
Added on July 31, 2012
John O' Gorman
B2B Selling , Sales Coaching , Sales Team , Sales Tips , Sales Training
The London Olympics have arrived. There is certain to be lots of blood, sweat and some gold too. But, with markets remaining sluggish, for many sellers re-igniting sales is proving to be a challenge of Olympic proportions. As new world records are set in London, we have turned to past and present champions for inspiration […]
Added on July 26, 2012
Ray Collis
Buyer Psychology , Buying Decision , Buying Process , Opportunity Management , Procurement , Sales Cycle , Sales Process , Sales Techniques , Sales Training
Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]
Added on July 24, 2012
John O' Gorman
B2B Sales , Business Case , Buying Team , Sales Process , Sales Proposal , Sales Tips
Recent scientific discoveries and how they were communicated to the world can provide lessons on how to sell. So, are you selling like a scientist and might it be limiting your sales success? We waited with anticipation, like so many millions, for the announcement of one of the greatest discoveries of this century (perhaps any century). A […]
Added on July 20, 2012
Ray Collis
Business Case , Price Negotiation , Sales Management , Sales Proposition , Sales Team
Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that poses a challenge for many salespeople. Could you sit down with an accountant (or accountant-type) for 30 mins and absolutely convince him, or her about the merits of your solution? That is a key measure of the type of skill required to sell […]
Added on July 18, 2012
John O' Gorman
Many sellers are leaving their buyers naked! They are getting them excited about their solutions and then letting them go off unprepared to their senior management colleagues looking for approval. The Naked Buyer Typical sales proposals fail to provide buyers with the basic undergarments in terms of the justification required for the buying decision. That […]