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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Selling in the Age of Analytics

Posted by Bob Apollo on Thu 28-Sep-2017

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 public through B2C channels, analytics has become a critical competitive weapon, whether it’s our favourite online shopping site tempting us to make another related purchase, or our local supermarket ensuring that they don’t run out of ice cream during a heat wave.

But although the adoption of sales analytics might have started with large B2C organisations that have the luxury of large IT departments and teams of experienced data analysts, even the smallest business-to-business sales organisations are now in a position to reap the benefits. It’s no wonder that sales analytics is seen as one of today’s top priority investments for sales teams of all sizes.

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McKinsey on applying analytics to make the most of your sales resources

Posted by Bob Apollo on Thu 30-Jun-2016

I recently had the privilege of interviewing Homayoun Hatami and Holger Hürtgen of McKinsey about the ground-breaking thinking contained in the extensively revised second edition of “Sales Growth - Five Proven Strategies From the World’s Sales Leaders”.

Featuring an introduction from Marc Benioff of Salesforce, the book offers a fascinating roadmap to revenue growth for companies of all sizes. Regular readers will know that I have a particular interest in how analytics can drive sales performance improvement - and the book offers an impressive range of tangible examples of the practical application of analytics in the modern sales organisation.

In fact, there are too many examples to cover in one article, so for what I hope will be a series of related blogs on the subject, I want to start by focusing on the role of analytics can play in making the most of our existing sales resources...

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The keys to Improving Sales Forecast Accuracy

Posted by Bob Apollo on Tue 24-May-2016

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 wonder that forecasting if and when any individual deal is likely to come in is such a challenge.

Research by CSO Insights has shown that less than half of forecasted deals actually close on the date and at the value originally expected. Many close dates slip (often repeatedly) and many of these forecasted deals never close at all.

If you’re in a short cycle transactional sales environment, high deal volumes and the law of averages can blur the impact of this uncertainty. But if you’re involved in a high-value long sales cycle situation the impact on revenue can be much more serious…

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Modern Selling - Art, Science AND Engineering

Posted by Bob Apollo on Wed 18-May-2016

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 of our sales processes.

I believe that modern selling is not just a heady blend of art and science - it also benefits from applying an engineering mindset. Engineering is about finding repeatable, implementable solutions to common problems. If you want to scale a sales organization, you need the ability to encapsulate critical information and apply it in a way that drives repeatable results.

I recently talked about this challenge with Cara Hogan, the host of Ramp, InsightSquared’s SaaS analytics podcast. I hope you'll find the conversation as stimulating as I did...

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