John O' Gorman

Sales

Easy Prey For Aggressive Buyers?

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However...
June 23, 2011 262 Reads share

Sales

Moore’s Law Now Applies To B2B Selling: Are You Ready?

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out...
May 26, 2011 541 Reads share

Sales

Buyer and Seller Insights: Together Accelerating Growth

I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a number of key insights...
May 4, 2011 221 Reads share

Sales

Overhaul the sales process or fine tune it?

Over the last ten days sales managers in three major firms outlined how their sales process needed to be changed, it wasn’t working and in particular it wasn’t helping to generate new opportunities.
March 16, 2010 253 Reads share