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Accelerating Your Sales Strategy
The Sales Strategy Pitstop process provides senior managers and their sales teams with the framework to quickly pinpoint areas of unexploited sales potential. The assessment and workshop process guide an objective self-examination of the...Read The Full Paper →
How To Reduce The Billions Wasted On Sales Training
In the United States alone, companies that sell business-to-business spend between $4 and $7 billion on sales training, according to Dave Stein or ES Research, a company that studies the sales training market. However,...Read The Full Paper →
Gaps In Sales Skills & Process
What Are Gaps In Skills Or Process Costing You? Most managers can point to skills, process, or other gaps in their sales organization. If only others could see them too! We help sales teams...Read The Full Paper →
Identifying Hidden Sales Potential
What Is Your Hidden Sales Potential? Many managers say their sales teams could sell more. That is not just bravado – there is real hidden sales potential in many organizations. But unlocking hidden sales potential...Read The Full Paper →
Dramatic Changes In Buying
Selling In The Shadow Of Procurement? It’s not you – it’s your customers! They have changed how they buy and that puts sales strategies under pressure. The rise of the competitive tendering, procurement and...Read The Full Paper →
Accelerated Sales Process Mapping
Sales leaders want sales process improvements implemented this quarter, not next year. They want less time spent talking about sales performance goals and more time spent achieving them. The ASG Group provides tools to...Read The Full Paper →
Sellers Keep Your Cool
No salesperson ever sets out to give a buyer the hump, but that is what appears to be happening with increasingly regularity. Sellers are making obvious mistakes that can result in immediate disqualification. We...Read The Full Paper →
Selling To The Cold & Reserved Buyer
Many sellers complain that meetings with procurement are as little fun as a trip to the accountant, or even the tax office. Gone are the days when sellers were shown into plush offices, offered...Read The Full Paper →
Understanding The Buyer’s Next Move
Do you know the buyer’s longer term strategy for the purchase of your products and services? In this whitepaper we will use a model normally hidden from salespeople to illuminate your buyer’s next move....Read The Full Paper →
Understanding The Buyer’s Strategy
Many sellers have an exaggerated view of their importance to the buyer. That is because they are not aware of how buyers measure supplier importance, or set strategy for a particular product category. This...Read The Full Paper →
Maximizing Your Proposition Power
How To Make Your Proposition: 10 Times More Powerful! Being heard over the competition in a crowded marketplace takes a special type of message. This whitepaper presents research on why some seller messages get...Read The Full Paper →
Sales Limbo – Still Waiting For The P.O.?
There was a time when the signing of the deal was the culmination of all the seller’s efforts and the logical conclusion of the sale. Today however a surprising number of deals are becoming...Read The Full Paper →
Don’t Let Them Slice Your Margins!
The mode of buyer negotiations has changed with many implications for sellers as a result. Shrewd buyers have learned that negotiation is like salami – the best way to get what you want is...Read The Full Paper →
Procurement Systems: The Implications For Sellers
Just as sales organizations have embraced sales systems to improve how they sell, buying organizations have implemented procurement systems to improve how they buy. But the use of procurement systems have many implications for...Read The Full Paper →
The 7 Step Strategic Procurement Model
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. The...Read The Full Paper →
Public Or Private Sector Buying?
Everybody knows that selling to the public sector is different to selling to the private sector. But the old public-private dichotomy is blurring and that means sellers should be cautious about letting it prejudice...Read The Full Paper →
Isn’t It Time You Called The Sales A-Team?
‘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...Read The Full Paper →
Playing By The Rules
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...Read The Full Paper →
To Sell More – Empathize More!
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. Salespeople...Read The Full Paper →
How Will Proposed EU Public Procurement Changes Affect You?
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...Read The Full Paper →
How To Make The Cost-Cutting Buyer Your Ally?
The 6 buyer strategies for cost reduction and their implications for sellers. Today’s buyers are hell-bent on cutting cost. However for sellers that need not be all bad news. The latest wave of buyer...Read The Full Paper →
Benefits Realization – Profit From The New Buyer Obsession
Why Promised Benefits No Longer Satisfy Buyers & What Sellers Can Do About It? Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises...Read The Full Paper →
The Buyer’s ‘Should-Cost’ Estimate
Why Knowing & Shaping The Buyer’s Earliest Price Estimate Is Key To Your Success? Few buyers approach the purchase decision without some estimate of what they are likely to have to spend. That estimate,...Read The Full Paper →
Don’t Get Beaten-Up By Buyers!
How To Ensure You Make It To The Next Round Of Negotiations With The Buyer? Sellers expect to have to slug it out with other suppliers, but they may ‘lick the competition’ only to...Read The Full Paper →
The Future of EU Public Procurement
Tired of complaining about EU rules and procedures, buyers and sellers have been given their say on the future of public procurement within the European Union. In this article we look some of the...Read The Full Paper →
Public Procurement Is Good For You
A detailed review of Public Procurement across the EU has determined that the often criticised rules on procurement are actually good for you. According to a new report that is true regardless of whether...Read The Full Paper →
Buyer Insights provides you with access to the latest research on how your customers buy together with 100s of tools and tips to boost your sales success. It is powered by The ASG Group...Read The Full Paper →
The B2B Sales Revolution – Free Sample
Getting buyers to buy is proving more difficult than at any time for more than a decade. Modern buying is undergoing a revolution, yet the seller is the last to know. That is until...Read The Full Paper →