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Blog Category // Outcome-Centric Selling
Why Facts Matter When Forecasting
Posted by
Bob Apollo
,
Feb 05, 2025
This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...
What’s more important: our Sales Process, or our Customer’s Buying Journey?
Posted by
Bob Apollo
,
Jan 08, 2025
This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom ...
The Future of Sales Playbooks
Posted by
Bob Apollo
,
Dec 04, 2024
This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early ...
Why sales-specific assessments are critical to recruitment and development
Posted by
Bob Apollo
,
Oct 03, 2024
This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - ...
Webinar: why salespeople cannot rely on generic value propositions
Posted by
Bob Apollo
,
Sep 30, 2024
According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...
If you’re not going to coach your salespeople, don’t bother training them
Posted by
Bob Apollo
,
Sep 04, 2024
This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that ...
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 ...
Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling
Posted by
Bob Apollo
,
Jun 27, 2024
As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...
Is problem knowledge more important than product knowledge?
Posted by
Bob Apollo
,
May 07, 2024
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...
Revisiting the role of trust in sales
Posted by
Bob Apollo
,
Apr 24, 2024
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...
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Complex Sales (371)
B2B Marketing (199)
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