Bob Apollo

Book review: Digital Sales Transformation

It’s probably no exaggeration to suggest that B2B selling is facing a crisis of confidence. I hear it all the time from new clients....

The Enduring Relevance of “Crossing the Chasm”

With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to mainstream customers is still one...

Opportunity qualification is a continuous process

If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need...

Revisiting the Buyers Journey

I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that...

Sell the Difference!

Today’s B2B buyers are wrestling with potentially risky decisions and often-confusing options. We shouldn’t be surprised if they decide to stick with the status...

Selling in the Age of Analytics

It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to the...

Contrast drives change

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative...

Drilling into the need beyond the need

Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch...

Transforming the future by reflecting on the past

The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the past are condemned to repeat it.”...

Are your sales people hitting the accelerator too hard?

There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they store up a bunch...

4 things you need to know about B2B buying decisions

If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research you look...

B2B Sales: what level are we talking at?

Most high-value complex sales require that we engage with multiple stakeholders at different levels in the customer. If we start at with a contact...

Is your prime contact a budget maker, a budget shaper or a budget taker?

Most sales methodologies stress the importance of identifying whether a budget exists, and a naïve interpretation of the BANT qualification framework {Budget, Authority, Need,...

Never mind your prospect’s situation – what about their trajectory?

Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more - recommend...

Visualising the Value Gap

One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires action, there have no...

McKinsey: It’s time to treat our sales people like customers

As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their findings confirm...

A prospect meeting can have only two valuable outcomes…

When I was running my own sales organisations rather than coaching others, I used to get incredibly frustrated with sales people who when asked...

Would you prefer your sales people to be heroes or pragmatists?

What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to...

Stop trying to sell to the wrong organisations

I want to turn my attention in this article to a pattern I see repeated across a number of the clients that have approached...

The essence of successful positioning

When it comes to positioning (and getting your message across), most B2B sales organisations face either a crowded or a barren landscape. If you’re...

New Posts