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    Blog Category // Outcome-Centric Selling (11)

    Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

    Posted by Bob Apollo, Mar 30, 2020
    There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - ...

    Why Closing Gambits Don’t Work on Large Sales

    Posted by James Muir, Mar 25, 2020
    James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying ...

    'Why do we have to spend this money now?'

    Posted by Bob Apollo, Mar 23, 2020
    Even before the current crisis, many opportunities that had been confidently forecast by salespeople were failing to close. ...

    When the Status Quo isn’t the Status Quo Anymore

    Posted by Bob Apollo, Mar 20, 2020
    In most complex B2B sales environments, our most significant and consistent competition typically hasn’t come from another ...

    Getting the right people on your sales bus

    Posted by Bob Apollo, Feb 13, 2020
    In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not ...

    Discounting is a sure sign of sales failure

    Posted by Bob Apollo, Dec 18, 2019
    For many sales organisations, December is both the end of the sales quarter and the end of the sales year. Individual ...

    Stretching your customer's value gap

    Posted by Bob Apollo, Dec 05, 2019
    Whenever your customer sees little meaningful difference between their current situation and their future potential, they ...

    Understanding your customer's decision journey

    Posted by Bob Apollo, Nov 28, 2019
    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

    Avoiding the Value-Added Trap

    Posted by Bob Apollo, Nov 05, 2019
    An earlier version of this article was first published in the November 2019 edition of Top Sales Magazine. Every sales ...

    Assumptions kill opportunities

    Posted by Bob Apollo, Nov 01, 2019
    I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common ...
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