Sales ResourcesExplore Our Tools, Papers and Books On B2B Sales

Dramatic changes in how organizations buy present sellers with one of the greatest challenges faced since the global financial crisis of 2007.  These changes include: - The increased sophistication of buyers - The rise...

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...

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...

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...

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....

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...

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...

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...

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...

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...

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...

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...

‘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...

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...

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...

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...

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...

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...

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,...

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...

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...

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...