Bob Apollo

2 things we always need to know about every sales opportunity

Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity.But I want to suggest two other things that we also always need to know about every sales opportunity - and they relate to the nature of our prospect...

Developing the potential of talented salespeople

In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first published in the International Journal of Sales Transformation - I now want to explore more of the implic...

Hiring salespeople with talent

In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.Finding and recruiting the right sales...

Gartner: Building a high-performing sales team is now harder than ever!

Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe every sales leader will recognize: retaining and building a high-performing sales team is harder than ever...

B2B Buyers: from Fear of Missing Out to Fear of Messing Up

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of mi...

Answering every new customer’s 4 key questions

If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change to their existing approach or environment, it is close-to-inevitable that they will be seeking clear answers to 4 key questions ...

How can anyone sell value without values?

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom...

The changing face of value in B2B sales

It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the current issue of the International Journal of Sales Transformation, which I think you'll appreciate.It leads to the conclusion - wh...

Coaching – the critical sales management skill?

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn more about this excellent publication, follow the link at the bottom of this article.Successful sales ...

What should B2B sales leaders be prioritising in 2022?

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's special report on "Emerging from the Pandemic". I chose to focus on issues that I believe B2B sales leaders should be prioritising in...

Why a generic “unique selling proposition” isn’t enough…

Marketers are keen to create what they refer to as “unique selling propositions”. According to Wikipedia, a unique selling proposition (USP) - also sometimes called unique value proposition (UVP) refers to “the unique benefit exhibited by a c...

What are Priority Issue Profiles – and why do you need them?

This article was first published in the October Edition of Top Sales Magazine.Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be. The Ideal Customer Profile is a powerful tool that helps…

The critical role of trust in sales

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition…

Identifying, engaging, and assessing our stakeholders

How many stakeholders are involved in the typical complex high-value B2B buying journey? It’s fair to say that the number is often larger than the average salesperson is aware of, let alone in close contact with.Various studies have put the average num...

Webinar: Three Gaps and a Bridge

I recently recorded a webinar with LeveragePoint (link below) about “making a compelling case for change”. Those of you who have followed me over the years know that this has long been a favourite topic of mine, and with good reason: “no decision”, doi...

Establishing the foundations of a coaching culture

This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to be able to share it here...What’s the one thing that separates truly effective first level B2B sales managers from the rest? You...

Are your salespeople three whys men (and women)?

For my latest article for Top Sales Magazine, I’ve decided to explore the power of three whys and a who...When it comes to complex B2B buying decision journeys, things are rarely straightforward. As Gartner are fond of reminding us, our prospective cus...

Latest webinar: the essentials of sales opportunity qualification

One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every potential opportunity. They have the confidence to disqualify weak opportunities early on the cycle before they have wasted signific...

Why your customers want to buy is as important as what they want to...

You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their prospects think they need before making a proposal.That may, of course, be ...

The future of B2B selling is collaborative

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’v...

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