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    Blog Category // Complex Sales (13)

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

    Posted by Bob Apollo, Sep 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, Sep 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, Sep 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 ...

    Sales leadership, sales management and sales coaching

    Posted by Bob Apollo, Aug 10, 2013
    I was delighted to be asked by the folks at InsightSquared to contribute to their series of "expert interviews" on key ...

    B2B Sales: Forecasting must be a blend of fact and judgement

    Posted by Bob Apollo, Aug 08, 2013
    Virtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is ...

    B2B sales: “how are you?” and other cringe-worthy opening questions

    Posted by Bob Apollo, Jul 24, 2013
    Call me old fashioned if you will, but when someone I have never met phones me out of the blue and can’t think of anything ...

    B2B Sales: how to stop your pipeline becoming a sewer

    Posted by Bob Apollo, Jul 18, 2013
    There’s a huge difference between a healthy sales pipeline and a rotten one. It’s long been a hobby horse of mine, and ...

    A new definition for SaaS: “Sellotape assisted asset Sale” ;-)

    Posted by Bob Apollo, Jun 20, 2013
    I attended the always-excellent Megabuyte Forum event in London today (if you’re a C-level executive in a UK-based ...

    CSO Insights prove that lead scoring improves revenue performance

    Posted by Bob Apollo, Jun 19, 2013
    One of the most common sources of friction between poorly aligned sales and marketing organisations is sales’ perception ...
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