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    Blog Category // Outcome-Centric Selling (4)

    Why should salespeople focus on their customer's business outcomes?

    Posted by Bob Apollo, Feb 12, 2024
    In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” - what they really ...

    Your prospects really aren’t interested in your “solutions”

    Posted by Bob Apollo, Feb 06, 2024
    “Solution” is possibly both the most over-used and the most misused word in many salespeople’s vocabulary. Hundreds of books ...

    There’s no point in teaching salespeople technique without also teaching them how to think

    Posted by Bob Apollo, Dec 11, 2023
    An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves ...

    Which accounts have the greatest growth potential?

    Posted by Bob Apollo, Nov 07, 2023
    This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at ...

    Systematically addressing sales underperformance

    Posted by Bob Apollo, Oct 11, 2023
    This article was first published (as "Addressing Underperformance" in the October 2023 edition of the always excellent ...

    Finding new business in challenging B2B markets

    Posted by Bob Apollo, Oct 03, 2023
    This article was originally published in the October 23 edition of Top Sales Magazine ... Finding and winning new business ...

    Selling to today’s real decision-makers

    Posted by Bob Apollo, Jul 11, 2023
    This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...

    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 ...

    Exploring the Art and Science of Complex Sales

    Posted by Bob Apollo, May 30, 2023
    I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, ...

    B2B Sales Leadership and CRM

    Posted by Bob Apollo, Apr 25, 2023
    What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of ...
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