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    Blog Category // Opportunity Qualification

    B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

    Posted by Bob Apollo, Aug 05, 2024
    This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

    What are tomorrow’s most important sales competencies?

    Posted by Bob Apollo, Jul 07, 2023
    This article was first published in the latest edition of the International Journal of Sales Transformation under the title ...

    Latest webinar: the essentials of sales opportunity qualification

    Posted by Bob Apollo, Jul 02, 2021
    One of the key things that separates great salespeople from the rest is their commitment to rigorously qualifying every ...

    Exploding the 3* sales pipeline coverage myth

    Posted by Bob Apollo, Apr 21, 2021
    One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...

    “Why are you still working that deal?”

    Posted by Bob Apollo, Jan 27, 2021
    In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...

    Advance or disqualify!

    Posted by Bob Apollo, Jan 12, 2021
    In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...

    A brief history of sales opportunity qualification

    Posted by Bob Apollo, Oct 27, 2020
    The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - ...

    Today’s 3 Frontline Sales Management Priorities

    Posted by Bob Apollo, Sep 24, 2020
    Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction ...

    How likely is your customer to take action?

    Posted by Bob Apollo, Jul 08, 2019
    One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...

    How does your CRM manage different opportunity types?

    Posted by Bob Apollo, Jul 02, 2019
    [This article was updated on 9-Jul-2019 to include the renewal opportunity type] Why do so many CRM implementations behave ...
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