Sales Maths: How Well Are You Using Numbers To Increase Your Sales?
Sales people have long excelled at relationship building and communication, but to be truly persuasive in the face of modern buying sellers need a new skill. That skill is maths. But just how good is your sales maths? Could using numbers help you sell more? Selling To Numbers-Obsessed Buyers Today’s buyers are more hard-nosed, results driven and […]
Sales Limbo: Are You Still Waiting For The P.O.?
Sellers are rightly reluctant to celebrate the winning of a deal until all the paperwork has been received, but it can be very slow in coming. Indeed, waiting for the P.O. is the equivalent of Sales Limbo. There was a time when the signing of the deal was the culmination of all the seller’s […]
Sales Negotiations: Don’t Let Them Slice Your Margins!
Shrewd buyers have learned that negotiation is like salami – its best to cut in slices.
Procurement Systems: The Implications For Sales Professionals
If your customers are using a procurement system then it has implications for how you sell.
Your Prospect’s Procurement Policy Is A Must Read!
Sellers can learn a lot by reading the policies and procedures of their customers and prospects. It is an often overlooked but valuable source of insight on how the buying decision is going to be made. In this insight we examine the information typically contained in procurement policies and how sellers can use them. […]
How To Tighten Your Grip On The Sale
By focusing so much on their benefits and competitive advantages sellers can easily lose their grip on the sale. To get maximum leverage they must connect with what the buyer is really trying to achieve. That is the buyer’s strategy. How To Get Maximum Leverage Over The Sale? We use a metaphor to explain how […]
Maximizing The Power Of Your Sales Proposition
Being heard over the competition in a crowded marketplace takes a special type of message. Indeed it takes a message that is up to 10 times more powerful. Most sales and marketing literature ends up in the bin To understand why we conducted research on why some seller messages get heard, while most others don’t. […]
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.
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 […]
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 […]
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