Bob Apollo

What causes your prospects to start searching for solutions?

Even if you’ve managed to focus on the critical issues that matter most to your prospects, profiled and targeted your ideal customers and identified...

In Complex B2B Sales there are 3 key stakeholder groups

The idea that complex B2B buying decisions inevitably involve multiple stakeholders is widely acknowledged, even if the number of actively engaged decision makers can...

Targeting Change Agents

One of the biggest challenges for any sales person when qualifying a new potential sales opportunity is judging whether the deal is real -...

Identifying your Ideal Customers

Companies (and individual sales people) can and often do waste an awful amount of time, money and energy pursuing organisations that are never likely...

Striving for Mutually Meaningful Value

There’s a gratifying amount of attention being paid nowadays to the idea that sales people need to focus on creating genuine customer value. It’s...

In complex B2B sales, you face 3 types of competition

Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same market sector. But...

Size isn’t everything: why more revenue often flows from smaller pipelines

One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* pipeline coverage in...

Why every sales opportunity needs a regular risk assessment

If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well...

Eliminating Valueless Sales Activity

Selling is an incredibly wasteful exercise. The vast majority of cold calls fail to establish any connection with a potential buyer. The vast majority...

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....

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