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 […]
The search for the most powerful sales question is ongoing. The objective, to find the one key question that will help the sales person to win the complex B2B sale. There are as many sales questions as there are sales techniques. But not all questions have the same power in terms of engaging the customer, […]
Using what we now know about WHY buying decisions are made to boost your sales success.
Are you selling to all the right people? It is all to easy to be caught out by changes in respect of WHO now makes the buying decision. In most organizations managers have had their autonomy to buy restricted. Falling budgets and thresholds mean that many spend decisions are being must be sanctioned by others. […]
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 […]
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 […]
For suppliers what makes for great supply chain management is certain to be of interest. That means a recent Gartner report on the Top 25 Supply Chain leaders makes interesting reading. Who are today’s leaders in terms of both buying and supplying? The answer is to be found from Gartner recently published Supply Chain […]