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Blog Category // B2B Buying Process
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 ...
Selling to today’s real decision-makers
Posted by
Bob Apollo
,
Jul 11, 2023
This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...
Understanding your customer's decision journey
Posted by
Bob Apollo
,
Nov 28, 2019
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
Understanding B2B Buying Behaviour
Posted by
Bob Apollo
,
Nov 26, 2019
In any high-value complex B2B sales environments involving new projects with multiple stakeholders, the buying behaviours ...
The most important thing a proposal needs to sell
Posted by
Bob Apollo
,
Oct 10, 2019
When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...
Video: Key Challenges Facing B2B Sales People
Posted by
Bob Apollo
,
Jun 25, 2019
I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the ...
Familiar vs. Unfamiliar Purchases
Posted by
Bob Apollo
,
Mar 27, 2019
Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...
Understanding Your Customer's Decision Journey
Posted by
Bob Apollo
,
Mar 26, 2019
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
Why your pipeline doesn’t need any sales stages
Posted by
Bob Apollo
,
Nov 27, 2018
This is a subject I’ve referred to before, but an excellent article by Don Mulhern has prompted me to promote a concept that ...
The illusion of the expert buyer
Posted by
Bob Apollo
,
Nov 12, 2018
One of the most dangerous mistakes we can make as sales people is believing that our customer – and particularly the sponsor ...
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Complex Sales (369)
B2B Marketing (199)
B2B Buying Process (118)
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