Procurement – The Organizational Chameleon
So you think you know procurement? Beware! Procurement is the organizational chameleon – they can take many forms and adapt perfectly to the organizational structure, or the nature of the buying decision. That makes it difficult for the seller to know exactly what role they are going to play in getting the deal. The new reality of selling […]
A Portrait Of The Modern Buyer
We don’t know of a visual that more accurately reflects the new realities of buying. It is a real call to action for salespeople.
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry […]
Sellers: Don’t Get Caught Offside!
Offside rules in soccer limit the field of play resulting in penalties for those who are in the wrong place at the wrong time. Something similar is happening in selling – where a more strategic approach to buying means sellers are increasingly being caught offside. The New Offside Rules Buying has changed. One of the […]
What Does Your Customer’s Industry Reveal About It’s Buying?
Sellers know that buyers vary from industry to industry, but now research shows exactly which industries are the best and the worst at buying. The question is how can you use this information to help you sell. Most salespeople have developed an intuitive feeling that some industries are better at buying than others. But is […]
What ‘How You Buy’ Reveals About Modern Buying
How we buy at home, says a lot about how we should sell at work. The way we buy a house, car, or even car insurance, in many ways mirrors the changes in how our prospects buy. The implication is that by examining how we buy, we can better understand how our customer buy. It helps […]
How Long Before Consumers Start Buying Like Corporations?
If predictions are right then it won’t be long before consumers start buying like corporations and B2C marketers get a fright. The further advance of new technologies such as social media are likely to result in a B2C markets going the way of B2B markets with a dramatic shift in power from seller to […]
It Is Time To Play By The Buyer’s Rules
There are many things about modern buying that frustrate, even annoy, salespeople. But top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. As this article shows sellers should stop resisting the inevitable and learn to play by the rules. Complaining About The Rules? Sellers regularly complain […]
TidalWave SELLING – Due in Quarter 1, 2013
As you may know The ASG Group’s Ray Collis and John O Gorman have a new book due out in the first quarter of next year. It is called: TIDALWAVE SELLING – The 12 Megatrends In Buying That Shape Your Sales Success. Today we received a draft of the cover artwork (shown above) and we’d […]
To Sell More – Empathize More!
Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough. Salespeople who translate buyer understanding into buyer empathy enjoy the greatest sales success. Buyers: To Know ‘Em Is To Love […]
Buyers From Hell! What Your Worst Customers Can Teach You
In our training workshops we ask some of the salespeople participating to tell us about their most demanding customer, or prospect. It does not take much encouragement to get people talking and the stories they tell are compelling. Perhaps they are compelling because as salespeople we can all relate to the story of the unreasonable […]
Contract Compliance – Implications For Sellers
Buyers are getting better at managing their contracts with suppliers. In this article we will example the implications for sellers of the new focus on contract management. We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings […]
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