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    If you’re not going to coach your salespeople, don’t bother training them

    If you’re not going to coach your salespeople, don’t bother training them

    Posted by Bob Apollo, Sep 04, 2024
    This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that without reinforcement, most formally-delivered training content is forgotten or abandoned with a few short weeks. Influenced by the effectiveness of the ...
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    B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

    Posted by Bob Apollo, Aug 05, 2024
    This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

    Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

    Posted by Bob Apollo, Jun 27, 2024
    As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...

    Is problem knowledge more important than product knowledge?

    Posted by Bob Apollo, May 07, 2024
    This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...

    Revisiting the role of trust in sales

    Posted by Bob Apollo, Apr 24, 2024
    The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...

    Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events

    Posted by Bob Apollo, Mar 22, 2024
    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and ...

    Why did I become interested in selling? (aka The Joy of Sales)

    Posted by Bob Apollo, Mar 14, 2024
    I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful ...

    Profiling the Key Roles in your Ideal Customers

    Posted by Bob Apollo, Mar 11, 2024
    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

    A Question of Balance

    Posted by Bob Apollo, Mar 07, 2024
    This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

    Profiling Your Ideal Customers

    Posted by Bob Apollo, Mar 04, 2024
    In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...
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