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    Blog Category // Outcome-Centric Selling

    The vital relationship between Well-Being, Motivation, and Retention in Modern Sales

    Posted by Bob Apollo, Jul 10, 2025
    In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through ...

    Crafting Compelling, Customer-Specific, Value Propositions

    Posted by Bob Apollo, May 08, 2025
    I imagine most of us have probably heard the term “value proposition”. It’s widely used in B2C marketing. But how does the ...

    The Sales Manager’s Competitive Edge - Why Coaching Matters in Complex B2B Sales

    Posted by Bob Apollo, May 06, 2025
    In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple ...

    Sales Forecasting Essentials - get your definitions right

    Posted by Bob Apollo, Mar 28, 2025
    There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up ...

    Yes, confidence matters when selling - but not where you might think

    Posted by Bob Apollo, Mar 26, 2025
    Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a ...

    Do your prospects need painkillers, vaccines, or vitamins?

    Posted by Bob Apollo, Mar 06, 2025
    You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an ...

    Understanding your customer's buying decision journey

    Posted by Bob Apollo, Feb 26, 2025
    It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this ...

    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 ...
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