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    Blog Category // Harvard Business Review

    Forget sales methodology wars - just pick the bits that work for you

    Posted by Bob Apollo, May 15, 2014
    The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different ...

    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 ...

    Exclusive McKinsey Interview: Finding the Mountaintops in Your Markets

    Posted by Bob Apollo, Jul 19, 2012
    Homayoun Hatami of McKinsey is one of the co-authors of the widely acclaimed “Sales Growth - Five Proven Strategies from the ...

    The Harvard Business Review explores what makes a great tweet

    Posted by Bob Apollo, Jun 21, 2012
    Twitter is a runaway success, with more than half-a-billion registered users, and a community that spans both business and ...

    How much Sales and Marketing effort will you waste in 2012?

    Posted by Bob Apollo, Nov 17, 2011
    Everything suggests that 2012 is going to be a very difficult year. Economies around the world are slashing growth ...

    Are you prepared for an Olympic sales performance in 2012?

    Posted by Bob Apollo, Nov 08, 2011
    It’s November already - less than two months to go before the end of the year. I’m sure that your sales team is very focused ...

    12 Key Initiatives that Could Accelerate Your Revenue Growth

    Posted by Bob Apollo, Oct 31, 2011
    What are the factors that separate many of today’s top-performing B2B sales and marketing organisations from the rest? ...

    B2B Sales: Top Sellers are Storytellers

    Posted by Bob Apollo, Jun 14, 2011
    Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...

    B2B Sales: Are Some of Your Prospects Frogs in Boiling Water?

    Posted by Bob Apollo, May 19, 2011
    You’ve probably heard the frog in boiling water anecdote. So the theory goes, a frog that is placed in cold water and gently ...

    10 Questions You Must Ask of Your Organisation

    Posted by Bob Apollo, Mar 29, 2011
    What are the key factors that determine whether your organisation is going to be able to realise its full potential? The ...
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