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 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 [...]

 Ray Collis

In Search Of The Number 1 Sales Question

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, [...]

 Ray Collis

 John O' Gorman

Building A Logical Argument For Buying Your Solution

Building A Logical Argument For Buying Your Solution

How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget and win the deal? As we will examine in this insight the formula is clear.

 John O' Gorman

10 Commandments of Corporate Buying – The Implications For Sellers

10 Commandments of Corporate Buying – The Implications For Sellers

What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations.

 Ray Collis

Test Your Knowledge Of The Key Trends In Buying

Test Your Knowledge Of The Key Trends In Buying

How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. Take a short quiz to find out.

 Ray Collis

What Does Your Customer’s Industry Reveal About It’s Buying?

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 [...]

 Ray Collis

TidalWave SELLING – Due in Quarter 1, 2013

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 [...]

 John O' Gorman

The Supply Chain Top 25 – Lessons From The Leaders

The Supply Chain Top 25 – Lessons From The Leaders

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 [...]

 Ray Collis

Fortress Buying – Why Won’t Buyers Let You In?

Fortress Buying – Why Won’t Buyers Let You In?

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defenses that are designed to keep sellers at bay. In this article, we examine how you can encourage buyers to lower their defenses…

 John O' Gorman

Buyers Are Taking ‘Baby Steps’

Buyers Are Taking ‘Baby Steps’

In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.

 John O' Gorman

Want to Build Trust? Then Minimise Buyer Risk

Want to Build Trust? Then Minimise Buyer Risk

Finding the issue of trust a little difficult to deal with? Well, look at it interms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most effective [...]

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