Bob Apollo

The best sales presentations are designed from the inside out

If you, like me, have spent the majority of your working life in the technology sector, you’ve probably sat through more than your fair...

What is your organisation going to do differently in 2017?

We’re rapidly approaching the end of the year, and barring the occasional miracle, it’s probably already pretty clear how your organisation’s sales year is...

Where did that close date come from? (and where is it going to?)

One of the biggest challenges to the accuracy of any sales forecasting system lies in accurately predicting the close date. It’s a particular problem...

10 Critical Components of any B2B Sales Playbook

If my recent experience is anything to go by, sales playbooks have overtaken sales analytics as 2017's "must do" sales performance improvement initiative. It's...

3 Strategies for Bridging the Gap Between the Best and the Rest in B2B...

The gap between top sales performers and the rest is often at its widest in the most complex B2B sales environments - research by...

Building an Excellent Sales Organisation: Why Just “Making Your Numbers” is Not Enough

Jim Collins Good to Great has been the inspiration for many CEOs who are determined to elevate their companies from...

Bridging the sales performance gap

In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales performers, quarter after...

When demographics aren’t enough: how to identify your ideal customers

Traditional market segmentation is usually based around the core demographic attributes of company size, sector and location: for example, we might choose to target medical...

Lessons from Chess: why sales people need to think ahead

When we observe a chess grand master in action (or an expert in any other similar strategy-based game), it quickly becomes apparent that they...

Improving Sales Pipeline Development with a Structured Approach

Other than the sales team itself, the sales pipeline is perhaps the most valuable asset of any sales organisation. This...

What we’ve got here is failure to differentiate…

Let’s face it, establishing a distinctive, differentiated position for our products and services is hard and getting harder in an increasingly crowded, over-communicated-to market....

ADOPTED: a far better way to qualify complex sales opportunities

One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ability to accurately...

Complex B2B Sales: Aligning with the Buying Journey

It seems obvious if we are to strive for B2B sales excellence in the customer age, ...

When is it Better to Walk Away from a Sale?

There’s a traditional school of selling - exemplified by Alec Baldwin’s performance in the film Glengarry Glenn Ross - that...

The Essential RFP Checklist

It’s becoming increasingly common for organisations to issue formal RFPs as part of their buying decision process. In most public sector establishments and in...

Neil Rackham reveals the changing face of selling (and updates “SPIN”)

The recent Association of Professional Sales conference in London brought together over 500 delegates with a single shared obsession: to learn how to transform...

How and Why Do B2B Prospects Buy? 11 Questions You Must Answer

In this column I’m going to focus on understanding how and why our prospects choose to buy, and working out what can we do...

McKinsey, HBR: How much support do your sales people need?

There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They sought an evidence-based approach to...

The keys to Improving Sales Forecast Accuracy

As we're all very well aware, complex sales are complicated. There are subject to a wide range of factors that are outside of our direct control. It's no...

Modern Selling – Art, Science AND Engineering

B2B selling has become increasingly complex. Every sales leader today understands this, and it’s obvious we need to take steps to increase the effectiveness...

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