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    What’s more important: our Sales Process, or our Customer’s Buying Journey?

    What’s more important: our Sales Process, or our Customer’s Buying Journey?

    Posted by Bob Apollo, Jan 08, 2025
    This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom suggests that following a well-defined sales process can significantly improve both individual and organisational sales performance. The evidence ...
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    The Future of Sales Playbooks

    Posted by Bob Apollo, Dec 04, 2024
    This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early ...

    Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?

    Posted by Bob Apollo, Nov 18, 2024
    Finding and recruiting good people into any position is hard. Hiring consistently great salespeople is particularly ...

    Why sales-specific assessments are critical to recruitment and development

    Posted by Bob Apollo, Oct 03, 2024
    This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - ...

    Webinar: why salespeople cannot rely on generic value propositions

    Posted by Bob Apollo, Sep 30, 2024
    According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...

    Walking the Talk with AI

    Posted by Bob Apollo, Sep 23, 2024
    The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound ...

    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 ...

    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 ...
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