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Accelerate Sales

Accelerate Sales

http://acceleratesales.blogspot.com

Sales managers discussing sales growth, with a particular focus on high value, B2B sales - written by The ASG Group's John O'Gorman and Ray Collis.

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  • Buyer turned seller

    Posted on Monday December 14th, 2009 at 03:15

    I had an interesting conversation last week with a professional sales person who joined a sales team selling into the transportation sector just before the markets went pop. I am recounting part of our discussion because this sales person used t...

  • It is time to take account reviews out of the dark ages!

    Posted on Monday November 30th, 2009 at 04:58 in account management, repeat sales, account reviews, account plans

    Today I witnessed another example of how the revolution in how organisations buy (what we call the buying revolution) is challenging salespeople to their very core. Another Account ReviewI sat through an internal account review with a a highly exper...

  • Why Sales People Need to Look Differently at Thier Contacts

    Posted on Tuesday November 24th, 2009 at 06:21 in lead generation, sales contacts

    Why Nurturing Contacts Beats Generating LeadsWhen we tell sales organizations that they must focus on nurturing contacts as opposed to generating leads, it makes immediate sense. That is because the issue of leads is fraught with all types of proble...

  • Lead Generation: Struggling to Cope with the Buying Revolution?

    Posted on Monday November 23rd, 2009 at 16:53 in lead generation

    Lead generation is the first causality of the buying revolution.  That is because the changed nature of organizational buying presents it with 6 almost insurmountable challenges. 1.Being Heard Over the Noise Most seller marketing is falling on...

  • Demand Generation in the 21st Century

    Posted on Monday November 23rd, 2009 at 16:52 in demand creation

    Sales teams cannot reliably meet their numbers by simply selling to those who are ready to buy.  That is because for every customer shopping for a solution there are 8 or 9 that have could buy, but don’t realize that they have a problem, or i...

  • Strategic Inflection: Is Our Strategy Working? Or Is It Too Early to Tell?

    Posted on Thursday November 12th, 2009 at 12:27 in stategy

    This is a time of inflection for many sales managers. Companies are venturing into new markets, developing new strategies and new sales approaches in response to a changed market. Uncertain times ahead for many.New Strategies, Uncertain TimesMany co...

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