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    Why we all need to start with “why” - Simon Sinek’s TED Talk revisited

    Why we all need to start with “why” - Simon Sinek’s TED Talk revisited

    Posted by Bob Apollo, Nov 03, 2013
    Kudos to the folks at HubSpot for analysing just what makes Simon Sinek’s awe-inspiring TED Talk on “Inspiring Action” so effective. The presentation has been viewed over 12 million times - by far the most popular sales or marketing related video on TED. I’ve shared the ...
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    McKinsey: why most B2B marketing messages fail to move the customer

    Posted by Bob Apollo, Oct 28, 2013
    Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...

    The HBR dismantle the “sales machine”

    Posted by Bob Apollo, Oct 22, 2013
    As I pointed out in a recent article, we’re going to need fewer, smarter B2B sales people. But that’s not all: we’re going ...

    Why we’re going to need fewer, smarter B2B sales people

    Posted by Bob Apollo, Oct 16, 2013
    According to projections by Gerhard Gschwandtner (CEO of SellingPower magazine) and others, we’re going to need to employ ...

    Happy B2B Sales Endings Start at the Beginning

    Posted by Bob Apollo, Oct 08, 2013
    Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you ...

    B2B Marketing: The Trouble with Thought Leadership

    Posted by Bob Apollo, Sept 23, 2013
    Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought ...

    In complex sales, your fiercest competitor is often “do nothing”

    Posted by Bob Apollo, Sept 17, 2013
    It’s bad enough when, after a long, complex and resource-intensive sales campaign, you end up losing to the competition. But ...

    Selling Stupidity: the story continues...

    Posted by Bob Apollo, Sept 11, 2013
    Home improvement sales people are not known for their intelligence, but the Anglian Windows sales person who just knocked on ...

    B2B Sales: is your Champion Capable of Making the Case for Change?

    Posted by Bob Apollo, Sept 11, 2013
    Every salesperson longs to find a champion within their prospect who is prepared to recommend the vendor’s solution to their ...

    B2B Sales: Focusing on your Prospect’s Needs is a Misguided Strategy

    Posted by Bob Apollo, Aug 27, 2013
    I recently suggested that seeking to achieve “customer delight” may be a misguided and ultimately unprofitable strategy for ...
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