The ASG Group of Sales Consultants

New Methodology Challenges The Challenger Sale

Ray Collis — Fri, 03 May 2013 09:53:51 +0000

As you know The Challenger Sale created quite a storm last year, culminating in a controversial article claiming that Solution Selling was dead. Well, the debate rages on. Fast forward 24 months and RAIN Group is Challenging the Challenger methodology with the same fate as endured by Solution Selling. We were asked by the authors to comment on the Rain Group’s research and you will find our response on our Buyer Insights portal by clicking here. Sales methodologies once ruled supreme for decades, however the [...]

Featured In Business Week Section

Ray Collis — Tue, 12 Mar 2013 09:17:30 +0000

The ASG Group's John O Gorman featured in the The Independent's Business Week writing on the subject of 'asking for the order'.

We Join The Best Sales Blogs

Ray Collis — Fri, 08 Mar 2013 08:45:04 +0000

The ASG Group's award winning Buyer Insights site has not been added to Alltop round up of the best blogs on sales.

Dramatic Changes In Buying

Ray Collis — Mon, 04 Mar 2013 16:41:09 +0000

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 of the competitive tender - The growing power of procurement - The advent of increasingly bureaucratic buying processes and procedures. The implications for sellers include longer & more unpredictable sales cycles, as well as rising sales costs and more lost, or stalled deals. However, some sales [...]

Working With Big Blue

Ray Collis — Thu, 14 Feb 2013 14:26:58 +0000

We have just added the U.S.’s 2nd largest corporation to our client list. A company that is: #1 company for leaders (Fortune) #1 green company worldwide (Newsweek) #2 best global brand (Interbrand) #2 most respected company (Barron’s) #5 most admired company (Fortune) #18 most innovative company (Fast Company) Yes, you guessed it, IBM. We are part of the 2013 IBM University for the EMEA Region – a gathering of over 1,200 inside sales representatives. Indeed, we are one of just [...]

Our Buyer Research Wins More Awards

Ray Collis — Fri, 08 Feb 2013 13:51:55 +0000

The ASG Group’s buyer research as published on its Buyer Insight’s portal continues to win awards. In December and January alone, our articles and insights were to be found among the Editors pick on CUSTOMER THINK a total of 4 times! As of January, Buyer Insight’s research into buying process and other trends in modern buying is to be syndicated by The B2B Marketing Zone.

Guess Who Is Now Funding The Organization?

Ray Collis — Tue, 01 Jan 2013 15:40:04 +0000

The credit crunch forced businesses to look for new ways to access funding for their business. Enter procurement – the organisations new banker! You will be surprised by our research into the role of the professional buyer in managing working capital. However, reading the article you will discover a number of sales strategies that procurement’s new focus on liquidity can present.

What Are Your Buyer’s KPIs?

Ray Collis — Sat, 29 Dec 2012 15:05:59 +0000

Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. But how well do we know what motivates the professional buyer? We have just published a research on this topic via Buyer Insights. It presents a dashboard of the KPIs that motivate the professional buyer. Some of the KPIs will surprise you. They show that hard-balling suppliers over price is certainly not ‘the only game in town for the buyer’.

We Love Procurement, You Should Too!

Ray Collis — Sun, 23 Dec 2012 17:36:18 +0000

‘To know ‘em is to love em!’ Well that applies to the often misunderstood modern buyer! As a part of our continued effort to build the bridge of understanding between buyer and seller we recently listed 9 reasons why we love procurement and you should to. Check your passion for the professional buyer by checking the list on Buyer Insights.

Can You See Your Deals In 3D?

Ray Collis — Sat, 22 Dec 2012 17:22:58 +0000

A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. We have analyzed 1000′s of buying decisions, grouping them in terms of complexity and identifying common patterns and consistent decision making variables. Although the research runs to 1000′s of pages, its overall results can be presented in an easy to communicate 3D framework. It says that any buying decision can be analysed along 3 dimensions, as shown in the diagram [...]