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    Blog Category // Complex Sales (2)

    Who is our Primary Project Sponsor?

    Posted by Bob Apollo, Jul 27, 2017
    It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...

    It’s time to reverse engineer our concept of “Thought Leadership”

    Posted by Bob Apollo, Mar 15, 2017
    Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...

    In complex B2B sales, you face 3 types of competition

    Posted by Bob Apollo, Feb 23, 2017
    Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...

    Closing the gap between your best sales people and the rest

    Posted by Bob Apollo, Nov 22, 2016
    Most sales organisations of any significant size suffer from a significant gap between their best and worst performers. If ...

    What if all our candidates are imperfect?

    Posted by Bob Apollo, Oct 11, 2016
    When it comes to political elections, we’re often faced with imperfect choices. But we can’t defer our decision. We have to ...

    When demographics aren’t enough: how to identify your ideal customers

    Posted by Bob Apollo, Sep 22, 2016
    Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...

    Lessons from Chess: why sales people need to think ahead

    Posted by Bob Apollo, Sep 15, 2016
    When we observe a chess grand master in action (or an expert in any other similar strategy-based game), it quickly becomes ...

    What we’ve got here is failure to differentiate…

    Posted by Bob Apollo, Sep 13, 2016
    Let’s face it, establishing a distinctive, differentiated position for our products and services is hard and getting harder ...

    Aligning our sales process with our prospect’s buying journeys

    Posted by Bob Apollo, Sep 01, 2016
    In complex sales environments, the role of the successful salesperson isn’t just about prospecting, qualifying and closing. ...

    ADOPTED: a far better way to qualify complex sales opportunities

    Posted by Bob Apollo, Aug 17, 2016
    One of the fundamental capabilities that distinguish top sales people - and top sales organisations - from the rest is their ...
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