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    Blog Category // Complex Sales (3)

    Weeding out weak opportunities (and improving sales forecast accuracy)

    Posted by Bob Apollo, Aug 10, 2016
    How can B2B sales people (and the sales organisations they work for) identify and engage the prospects that are most likely ...

    How will Brexit affect sales strategies and tactics in the UK?

    Posted by Bob Apollo, Jul 03, 2016
    It doesn’t matter which way any of us voted as individuals: the nation has spoken, and impact of the decision to Brexit will ...

    Why sales leaders need to focus on outcomes, not activities

    Posted by Bob Apollo, Jun 21, 2016
    I’ve been seeing a lot of attention paid recently to activity-based sales management. Put simply, it’s the principle that ...

    Understanding the critical difference between "Need To" and "Must Do"

    Posted by Bob Apollo, Apr 06, 2016
    In pretty much every conversation I've been having recently with CEOs and sales leaders the subject turns - sooner or later ...

    The Challenge with Challenger Selling

    Posted by Bob Apollo, Mar 29, 2016
    “The Challenger Sale” by Matthew Dixon and Brent Adamson has been one of the most talked-about sales books of the past ...

    Is Your Messaging Truly Compelling?

    Posted by Bob Apollo, Mar 22, 2016
    We all know the problem, because we all suffer from it as consumers: today’s buyers are so bombarded by apparently similar ...

    Inaccurate forecasting = inconsistent qualification

    Posted by Bob Apollo, Mar 17, 2016
    Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. ...

    The C-Suite should be your most receptive audience

    Posted by Bob Apollo, Mar 10, 2016
    Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. ...

    Do you *really* understand your prospect’s pain?

    Posted by Bob Apollo, Mar 03, 2016
    For many of your potential prospects, most of the time, sticking with the status quo is usually the comfortable choice. It’s ...

    Complex Selling Essentials: Focus, Systems and Talent

    Posted by Bob Apollo, Feb 23, 2016
    Complex B2B sales are usually characterised by lengthy, high-value buying decisions that involve multiple stakeholders and ...
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