Bob Apollo

Understanding the buying decision mindset

Are your prospects Satisfied with the Status Quo, Painting by Numbers, Pursuing a Vision, Busy Going Nowhere or Searching for Guidance? I recently wrote about the phases B2B prospects tend to go through as their buying decision process evolves, and the...

Harnessing the power of hindsight…

Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that were genuinely unpredictable or completely beyond our control. Sometimes (more often than some sales people might care to admit)...

Creating a new axis for SPIN® Selling

Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that the book was first published nearly 30 years ago, but it (as Neil Rackham himself pointed out in a recent APS conference) remains...

Where is your prospect in their buying journey?

One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying...

Critical to B2B sales success – stakeholder assessments

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle...

Why having a budget isn’t always a positive qualifier …

John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal...

Thinking about what could go wrong…

Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of winning an opportunity they tend...

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,...

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