http://theasggroup.com Working with B2B Sales teams to develop sales strategy, sales process, selling skills & sales tools Wed, 16 May 2012 12:15:42 +0000 en hourly 1 http://wordpress.org/?v=3.2.1 http://theasggroup.com/2012/05/sales-pefromance-bugging-sales-managers/ http://theasggroup.com/2012/05/sales-pefromance-bugging-sales-managers/#comments Tue, 15 May 2012 08:57:48 +0000 Ray Collis http://theasggroup.com/?p=3076 If you are a sales manager, or director then chances are there are one or two issues, often outside your control, that are bugging you and affecting your teams sales performance. These often come from surprise sources and can be difficult to tackle. However, because they impact on sales performance dealing with them is key. The Secret Lives Of Sales Managers No role carries with it more pressure to perform than that of the sales manager. That requires certain qualities [...]]]> http://theasggroup.com/2012/05/tools-for-salespeople/ http://theasggroup.com/2012/05/tools-for-salespeople/#comments Fri, 11 May 2012 08:14:45 +0000 Ray Collis http://theasggroup.com/?p=3065 Is IT a sales productivity enabler in your organization, or could it be holding your sales team back? In several organizations we have worked for recently a trend became obvious – salespeople are being given hand me down PCs, laptops and mobile phones. Why Do Salespeople Get The Junk? The result is sales people are using equipment that neither looks, or performs very well. In many instances we have come across sales staff using personal smart phones and in some [...]]]> http://theasggroup.com/2012/05/how-to-buy-a-crm-system/ http://theasggroup.com/2012/05/how-to-buy-a-crm-system/#comments Wed, 09 May 2012 08:52:41 +0000 Ray Collis http://theasggroup.com/?p=3046 As you probably know we specialize in a few areas, one of them is how buying decisions are made (our buying decision research unit is one of the best in the world) another is maximizing the sales impact of CRM. So, when the two combine – as was the case in a guest talk for Microsoft recently – we get particularly excited. In an event to promote Microsoft’s Dynamics CRM to an invited audience of sales and marketing directors we [...]]]> http://theasggroup.com/?portfolio=isnt-it-time-you-called-the-a-team http://theasggroup.com/?portfolio=isnt-it-time-you-called-the-a-team#comments Thu, 03 May 2012 15:24:09 +0000 norbert http://theasggroup.com/?post_type=portfolio&p=3040 ‘Do you have an A-Team in respect of sales?’ This is a very important question for any manager to ask. After all, you cannot expect A results from a C Team. Most sales teams have high performers, yet they treat them the same as everybody else, because when it comes to selling too many managers don’t have an A-team. In this article we will provide some tips on boosting sales by identifying and developing your sales ‘A-Team’. Click here to [...]]]> http://theasggroup.com/?portfolio=playing-by-the-rules http://theasggroup.com/?portfolio=playing-by-the-rules#comments Tue, 24 Apr 2012 15:08:42 +0000 Ray Collis http://theasggroup.com/?post_type=portfolio&p=3027 There are many things about modern buying that frustrate, even annoy, salespeople. Top of the list is buying rules and procedures. But this frustration is futile, even counter-productive. In this whitepaper we will look at rules and procedures from the buyer’s perspective. In doing so, we will see that sellers should learn to play by the rules. To download the full whitepaper click here.]]> http://theasggroup.com/2012/04/mega-trends-in-buying-our-next-book/ http://theasggroup.com/2012/04/mega-trends-in-buying-our-next-book/#comments Tue, 24 Apr 2012 14:19:04 +0000 Ray Collis http://theasggroup.com/?p=3010 As you may know The ASG Group’s Ray Collis and John O Gorman have a new book due out before the end of the 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 like to know what you think. Here is how the book is described on the back cover: ‘As salespeople we have got used to stalled buying decisions, [...]]]> http://theasggroup.com/?portfolio=to-sell-more-empathize-more http://theasggroup.com/?portfolio=to-sell-more-empathize-more#comments Fri, 20 Apr 2012 15:44:09 +0000 Ray Collis http://theasggroup.com/?post_type=portfolio&p=3000 Salespeople who understand the buyer more, sell more. That is clear to see from our benchmarking data, as well as our direct experience. But an intellectual understanding of the buying decision is no longer enough. As this whitepaper shows; ‘It is not just how much you know, but how much you care that sells’. Click to download the whitepaper.]]> http://theasggroup.com/2012/04/tell-us-about-your-most-demanding-buyer/ http://theasggroup.com/2012/04/tell-us-about-your-most-demanding-buyer/#comments Fri, 20 Apr 2012 09:50:49 +0000 Ray Collis http://theasggroup.com/?p=2991 In our sales training workshops we ask some of the salespeople participating to tell us about their most demanding customer, or prospect. It does not take much encouragement to get people talking and the stories they tell are compelling. Perhaps they are compelling because as salespeople we can all relate to the story of the unreasonable or intransigent buyer, or it is the depth of raw emotion conveyed by the frustrated salesperson sharing their experiences. In telling of demanding buyers [...]]]> http://theasggroup.com/?portfolio=eu_procurement_green_paper http://theasggroup.com/?portfolio=eu_procurement_green_paper#comments Wed, 18 Apr 2012 15:33:10 +0000 Ray Collis http://theasggroup.com/?post_type=portfolio&p=2977 What are the implications of proposed changes to EU procurement policy for your sales success? Early in 2011 the EU Commission published a green paper on the modernization of EU public procurement regulations.  Titled ‘Towards a more efficient European Procurement Market‘ the document identified proposed changes under a total of 24 different headings – from the ‘modernization of procedures’ to the promotion of ‘innovation’ through procurement. In this paper we will look at those proposals that could help, or hinder [...]]]> http://theasggroup.com/2012/04/are-you-clear-on-where-youre-going-take-the-test/ http://theasggroup.com/2012/04/are-you-clear-on-where-youre-going-take-the-test/#comments Wed, 18 Apr 2012 09:32:53 +0000 Ray Collis http://theasggroup.com/?p=2959 When it comes to your vision for the future of your sales organization there is a simple test – it takes just 5 minutes. It is something we do with all our clients. Follow these steps: 1. Take a page and divide it into three columns. 2. Title the Middle column this year and the Right column next year, or the year after (see below). 3. Then on the far Left list some headings to describe your sales organisation (e.g. [...]]]>