Insights

How to Fix Your Closing Problem

How to Fix Your Closing Problem

Closing requires clarity. Too often, we think we have agreement, only to discover that the right actions have not been taken, or what you thought was an understanding as to how to go forward is very different from the customer’s understanding.

The sales process is a series of agreements crafted with the customer, moving along the path toward contract. And at that critical junction, it’s essential that sales teams have the skills, tools and strategies on hand to keep the sale on course and moving forward as planned. At Global Performance Group (GPG), we call this “Closing for Action.”

Here are 4 tips to help keep your close on track:

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Courage in negotiation tension

by Ron D'Andrea Share In ‘Star Wars: The Force Awakens’, goodie pilot Poe Dameron faces up to black-masked baddie, Kylo Ren, in what should be an extremely intimidating negotiation. On his knees, with a gun pointed at his head and explosions occurring all around him,...

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What bread, Apple and Yahoo can teach us about innovation

What bread, Apple and Yahoo can teach us about innovation

We’re the survivors, the pinnacle of human achievement. Well done, us! We've learned from our parents, and their ancestors, and we’ve improved on so many things they accomplished. Our ancestors made bread, our parents sliced it, and we have idiot-proof machines that...

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Procurement wasn’t built in a day

by Ron D'Andrea Share They say Rome was not built in a day ... but from 21 April 753, when legend says Romulus and Remus founded Rome, through the building of the railways to supplying the troops in the world wars, procurement has historically been a clerical job....

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The anatomy of a great virtual sales call

by Ron D'Andrea Share Virtual sales calls are the order of the day, and they’re not going anywhere for a while. So take some time to rethink your approach. Hone your sales skills for a positive virtual world experience. In the real world, you celebrate your natural...

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5 Steps for Dodging the Procurement Axe

by Ron D'Andrea Share We’re 7 months into one of the most disruptive events in global history. Every company is still looking to keep costs low. They’re churning out lists of the essential and non-essential purchases, and putting off all non-essential decisions. It’s...

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Are your sales people Alsatians or Chihuahuas?

by Ron D'Andrea Share The conversation gets tense. Money becomes the focus of the conversation. Both sides know that this is the moment of truth, either the sale will happen or it won‘t. The buyer has the power and knows it. The sales person is at his/her most...

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Why sales training is pointless

by Ron D'Andrea Share It is estimated that businesses spend over $160 billion annually on employee learning and training in the US alone. However research also shows that 90% of what we learn is forgotten within 30 days meaning $144 billion is wasted annually. There...

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To train for innovation we had to become innovative

To train for innovation we had to become innovative

by Ron D'Andrea < div> Share So often companies sell training and coaching initiatives which they claim will lead to innovation within the client's business. But look at how they behave. Why do they look and sound the same as everyone else? We puzzled over this and...

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Call yourself a sales person?

by Ron D'Andrea Share Take this quick test and find out how good you are.  Identify which of the following facts are true. (Answers listed at the end.) 1 million B2B salespeople (20%) will lose their jobs to self-service eCommerce by 2020. 77% of buyers don’t believe...

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Give them what they need – not what they want

by Ron D'Andrea Share Wants verses needs in dialogue Procurement professionals often talk in wants: a lower price, faster delivery, more services. But just listening to what buyers say they want prevents the sales team from drilling down to the underlying needs, which...

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Procurement KPIs and how to use them to your advantage

by Ron D'Andrea Share Procurement and professional buyers now enjoy a senior management position in many organizations, making it unwise to try to work around them or delay their involvement in the decision-making process. Top sales people know they must proactively...

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