Bob Apollo: B2B Sales Excellence in the Customer Age

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...

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...

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...

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...

Opportunity Qualification is a Two-Way Process. Why You Should Help Prospects Qualify You!

This is my fifth contribution to the series “what is B2B sales excellence in the customer age?”, and today I’m...

Facilitating Decision Making in Complex Sales Environments: Where is the Mobiliser?

This is my fourth contribution to the series “what is B2B sales excellence in the customer...

Interest vs. Intent: How to Identify and Engage Prospects Most Likely to Act

This is my third contribution to the series "what is B2B sales excellence in the customer age?" For this post...

Driving Action With Prospects: Distinguishing Between Interesting, Important, and Critical Needs

This is the second contribution to the series about "B2B sales excellence in the customer age." I’m going to focus on distinguishing between your...

What is B2B Sales Excellence in the Customer Age? Hint: Not Just a Numbers...

During the course of 2016, I’m intending to share a series of articles on “B2B Sales Excellence in the Customer...

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