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    Blog Category // Complex Sales (2)

    The Enduring Relevance of "Crossing the Chasm"

    Posted by Bob Apollo, Oct 26, 2017
    With over a million copies sold, Geoffrey Moore’s “Crossing the Chasm” guide to marketing and selling disruptive products to ...

    Opportunity qualification is a continuous process

    Posted by Bob Apollo, Oct 17, 2017
    If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity ...

    Contrast drives change

    Posted by Bob Apollo, Sep 06, 2017
    When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss ...

    Stop confusing “objections” with concerns

    Posted by Bob Apollo, Aug 16, 2017
    Almost every traditional book on sales methodologies has a section on overcoming objections. The techniques proposed often ...

    Are your sales people hitting the accelerator too hard?

    Posted by Bob Apollo, Aug 08, 2017
    There’s abundant evidence to show that when sales people rush the all-important discovery stage of a complex B2B sale they ...

    Who is our Primary Project Sponsor?

    Posted by Bob Apollo, Jul 27, 2017
    It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple ...

    It’s time to reverse engineer our concept of “Thought Leadership”

    Posted by Bob Apollo, Mar 15, 2017
    Let’s face it, most so-called “thought leadership” is actually nothing of the sort. Much of it turns out to be a crude ...

    In complex B2B sales, you face 3 types of competition

    Posted by Bob Apollo, Feb 23, 2017
    Most B2B sales people have a narrow sense of competition. They usually restrict their thinking to other vendors in the same ...

    Closing the gap between your best sales people and the rest

    Posted by Bob Apollo, Nov 22, 2016
    Most sales organisations of any significant size suffer from a significant gap between their best and worst performers. If ...

    What if all our candidates are imperfect?

    Posted by Bob Apollo, Oct 11, 2016
    When it comes to political elections, we’re often faced with imperfect choices. But we can’t defer our decision. We have to ...
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