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    Are your sales people merely communicating value - or creating it?

    Are your sales people merely communicating value - or creating it?

    Posted by Bob Apollo, Jul 03, 2014
    One of the problems with creating generic “unique value propositions” is that they are just that - generic. They might be a useful basis for communicating mass-marketing messages, but they are not a suitable basis for a truly productive sales conversation. To be truly ...
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    How to make the second half of your sales year better than the first

    Posted by Bob Apollo, Jul 01, 2014
    We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

    The science of sales forecasting: combining fact and judgement

    Posted by Bob Apollo, Jun 12, 2014
    The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs ...

    Today is D-Day: drawing parallels with Crossing the Chasm

    Posted by Bob Apollo, Jun 06, 2014
    70 years ago, on the 6th June 1944, the largest seaborne invasion in history assembled off the Normandy coast in the first ...

    Are You Torturing Data to Tell Lies?

    Posted by Bob Apollo, Jun 05, 2014
    Even if, according to Wikipedia, he did not invent the phrase “lies, damned lies and statistics”, Mark Twain did much to ...

    What's YOUR Unique Value Position?

    Posted by Bob Apollo, Jun 03, 2014
    What sets your organisation apart from all the other companies that are competing for your prospect's attention and - ...

    Gartner: "Boost your sales win rates by 50% via win-loss analysis"

    Posted by Bob Apollo, May 20, 2014
    Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, ...

    Forget sales methodology wars - just pick the bits that work for you

    Posted by Bob Apollo, May 15, 2014
    The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different ...

    What would it take for you to give that sales conversation a “10”?

    Posted by Bob Apollo, May 13, 2014
    In sales situations, it’s not unusual to come across prospects that appear at first to be largely content with the status ...

    3 Critical Sales Pipeline Metrics

    Posted by Bob Apollo, May 08, 2014
    How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as ...
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