Skip to main content
HOME
ABOUT
EVALUATE
PLAN
TRAIN
ENABLE
RESOURCES
BLOG
CONTACT
*NEW* ACADEMY
Open main navigation
Close main navigation
Search
LATEST NEWS
BOOK A ZOOM CALL
HOME
ABOUT
EVALUATE
PLAN
TRAIN
ENABLE
RESOURCES
BLOG
CONTACT
*NEW* ACADEMY
LATEST NEWS
BOOK A ZOOM CALL
Search
BLOG HOME
This is a search field with an autosuggest feature attached.
There are no suggestions because the search field is empty.
Blog Category // Complex Sales (2)
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 ...
When demographics aren’t enough: how to identify your ideal customers
Posted by
Bob Apollo
,
Sep 22, 2016
Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...
Prev
Next
Subscribe
Categories
Complex Sales (373)
B2B Marketing (199)
B2B Buying Process (119)
Value Selling System (115)
Outcome-Centric Selling (92)
Scalable Systems (88)
Thought Leaders (75)
Revenue Management (59)
Intelligent Targeting (36)
CSO Insights (32)
Opportunity Qualification (31)
Sales + Marketing Alignment (31)
Sales Enablement (31)
Selling in the Breakthrough Zone (31)
CRM (24)