Sales ResourcesExplore Our Tools, Papers and Books On B2B Sales

  • Accelerating Your Sales Strategy
    Accelerating Your Sales Strategy

    Looking To Accelerate Your Sales Strategy? The Sales Strategy Pitstop® enables provides senior managers and their teams to accelerate sales strategy. The process includes a 360 degree assessment of sales strategy and performance, followed...

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  • How To Reduce The Billions Wasted On Sales Training
    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,...

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  • Gaps In Sales Skills & Process
    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...

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  • Identifying Hidden Sales Potential
    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...

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  • Dramatic Changes In Buying
    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...

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  • Accelerated Sales Process Mapping
    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...

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  • Sellers Keep Your Cool
    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...

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  • Selling To The Cold & Reserved Buyer
    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...

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  • Understanding The Buyer’s Next Move
    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....

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  • Understanding The Buyer’s Strategy
    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...

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  • Maximizing Your Proposition Power
    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...

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  • Sales Limbo – Still Waiting For The P.O.?
    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...

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  • Don’t Let Them Slice Your Margins!
    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...

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  • Procurement Systems: The Implications For Sellers
    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...

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  • The 7 Step Strategic Procurement Model
    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...

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  • Public Or Private Sector Buying?
    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...

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  • Isn’t It Time You Called The Sales A-Team?
    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...

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  • Playing By The Rules
    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...

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  • To Sell More – Empathize More!
    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...

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  • How Will Proposed EU Public Procurement Changes Affect You?
    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...

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  • How To Make The Cost-Cutting Buyer Your Ally?
    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...

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  • Benefits Realization –  Profit From The New Buyer Obsession
    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...

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  • The Buyer’s ‘Should-Cost’ Estimate
    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,...

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  • Don’t Get Beaten-Up By Buyers!
    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...

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  • The Future of EU Public Procurement
    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...

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  • Public Procurement Is Good For You
    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...

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  • Buyer Insights
    Buyer Insights

    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...

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  • The B2B Sales Revolution – Free Sample
    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...

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