The Fast Sale: Don’t You Know Who Stephen Kiprotich Is?

In selling, just as in sports, speed is just one of the factors that determine success. Indeed, Gold Medal winners provide some inspiration in coping with longer more complex sales. Olympic Inspiration For Sellers I bet you have heard of Usain Bolt, the fastest person ever and star of the 2012 London Olympics. Bolt won […]

Added on August 28, 2012 Ray Collis Buying Decisions , Buying Process , Dave Stein , Sales Cycle , Stalled Deals

Are You Helpless To Prevent Stalled Buying Decisions?

One of the most popular B2B Sales Blogs from the US has just posted an interview with The ASG Group’s John O Gorman and Ray Collis on the subject of stalled deals. The interviewer Dave Stein of ES Research Group asked Ray and John the following searching questions, with a snippet of the responses shown for each: 1. Why […]

Added on July 26, 2012 Ray Collis Buyer Psychology , Buying Decision , Buying Process , Opportunity Management , Procurement , Sales Cycle , Sales Process , Sales Techniques , Sales Training

What Science Tells Us About The Speed Of Buying

Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]

Added on August 16, 2010 John O' Gorman decisions , oversight , rigor , Sales Cycle , salesperson

Do you Understand The Complicating Factors?

There is a word we find ourselves using more and more in respect of managing sales cycles and that seems to keep coming up again in reviewing pipeline opportunities and accounts. That is COMPLICATING FACTORS. When it comes to the complex sale, things are never straightforward. There are certain to be complicating factors. Understanding what […]