John O' Gorman
John O' Gorman
I work with B2B sales teams, sales managers, account managers and professionals that sell across the world to accelerate deal outcomes and behaviours. My colleagues and I raise awareness levels to changes in buying (using our research and frameworks) and provide practical tools and advice to help teams; evaluate the alignment of their sales process with the buying process of their customers, develop the strategies and behaviors to accelerate deals and ultimately grow revenues.
Buyers Say: ‘Interactions with Sales People Can Add More Value’
‘Insights Selling’ Could Triple Your Sales Success Says New Book Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows...
The Quest To Become A Strategic Supplier
How You Can Become More Strategically Important To Your Customers You don't just want to be seen as 'simply another supplier'. You want to...
The Perils Of Misreading The Buying Process
The reality is that countless lost or, stalled deals, can be explained by sellers pursuing their own idealized notion of the sale (or steps...
For Buyers Everyday is Independence Day
The 4th of July may come and go, but for today's more sophisticated buyers it is always Independence Day. Buyers have discovered a...
Selling To The Buyer’s Primary Ratio
Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including...
What Is The Buyer’s Next Step?
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...
Auctions: The Rise Of ‘A’ Word In Buying
The rise of the 'A-word' in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise...
Sellers: How To Calculate Your Value? – The Value Equation
Communicating your value to today's hard-nosed buyers can be a real challenge. You know that your marketing literature won't do it. You know that...
Why Decentralized Buying Is Dead!
Why You're Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or...
Why Earlier Is Better: Getting Procurement & Suppliers Involved
In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order. Yet, some industries clearly...
The Top 10 Most Revealing Deal Questions
Imagine you are asked as a sales manager to evaluate a key deal. How many pieces of information would you need in order...
50% Of Sales Forecasts Are Undermined By Missing Information
There is critical information missing on as many as 5 out of 10 of deals in your pipeline. That alarming finding is based on...
Building A Logical Argument For Buying Your Solution
How do you build a logical argument for the purchase of your product or solution? One that can beat the competition, secure the budget...
New Perspectives On Sales Success – Research From RAIN Group
Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting...
Is Relationship Selling Under Attack?
Relationships are an essential ingredient of successful selling. But will your relationship survive a change in the customer's strategy, increasing budgetary pressures or...
How To Sell To Cold & Reserved Buyers
Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your...
How High Can You Climb To Communicate Your Value?
You want your organization and more specifically the purchase of your solution to be considered important by the customer. Your objective is to...
The Cost-Saver Menu
Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you...