John O' Gorman

Buyers Say: ‘Interactions with Sales People Can Add More Value’

Buyers Say: ‘Interactions with Sales People Can Add More Value’

‘Insights Selling’ Could Triple Your Sales Success Says New Book

Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]

 John O' Gorman

Re-Energizing Your Team Around Sales Performance Measures

Re-Energizing Your Team Around Sales Performance Measures

A powerful technique you can employ in your next sales team meeting.   Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting.   It will enable you to get a consensus […]

 John O' Gorman

The Perils Of Misreading The Buying Process

The Perils Of Misreading The Buying Process

Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller’s knowledge of the steps, paperwork, review points, information requirements and so on.

 John O' Gorman

For Buyers Everyday is Independence Day

For Buyers Everyday is Independence Day

The surprising benefits of losing control to the buyer

Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer.

 John O' Gorman

Selling To The Buyer’s Primary Ratio

Selling To The Buyer’s Primary Ratio

Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Here we will examine how talking ROCE with the buyer can boost your sales success. Return On Capital Employed The primary ratio is ROCE or Return On […]

 John O' Gorman

What Are The Buyer’s Next Step?

What Are The Buyer’s Next Step?

Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer’s buying process and the standard steps that are typically involved.

 John O' Gorman

Auctions: The Rise Of ‘A’ Word In Buying

Auctions: The Rise Of ‘A’ Word In Buying

The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. The ‘A-Word’ In Selling Some people get excited about the rise […]

 John O' Gorman

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or facility of a global corporation. That is because in most large organizations decentralized buying is dead, or at least dying.  So, if you are selling at the edge of the organization, […]

 John O' Gorman

Why Earlier Is Better: Getting Procurement & Suppliers Involved

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order.  Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money.  In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]

 John O' Gorman

Sellers: How To Calculate Your Value? – The Value Equation

Sellers: How To Calculate Your Value? – The Value Equation

Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it. You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But […]

 John O' Gorman

The Top 10 Most Revealing Deal Questions

The Top 10 Most Revealing Deal Questions

Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast?

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