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Ray Collis

Ray Collis
Ray Collis is a Business to Business sales coach, sales trainer, Director and Buyer Research Practice Lead of The ASG Group - recognized among the Top 5 sales training organizations worldwide in terms of overcoming the challenges in B2B selling to procurement, or the sophisticated buying organization (ES Research Group). Ray is co-author of several books, including The B2B Sales Revolution and QuickWin B2B Sales, and also of the sales blog Buyer Insights.

Why Win-Loss Reviews Should Be Written

Our deal narratives – the stories we tell ourselves and others about stalled deals – have the power to either limit or boost long...

Stress Release for Sales People

Stress Release for Sales People Categories: Tips for sales managers A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an…

Justify With Numbers – Compel With Emotions

Fact sheets, spreadsheets and ROI calculators are vital sales tools, but they are not enough. The seller must tap into the buyer's underlying buying...

Bounded Rationality: Balancing Logic And Emotion In The Sale

Although organizations are increasingly structured and sophisticated in their buying, for as long as people are involved in making decisions there will inevitably be...

How To Open-Source & Crowd-Source Your Selling!

In these challenging times traditional job descriptions and role demarcations are redundant. No more is this evident than in respect to the need for...

Do You Know Your Buyer’s IQ?

The buyer's knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or...

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