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The Inflexion-Point Blog: VALUE SELLING STRATEGIES

Podcast: The Foundations of Sales Effectiveness

Posted by Bob Apollo on Thu 20-Jun-2019

I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales Performance Consultants Inc.

We continued to develop the topics we had discussed in our initial podcast, and this time we turned our attention to the need to find ways of eliminating the avoidable errors that so often prevent sales people from achieving their full potential.

Inevitably, we turned to the structural and cultural foundations of successful sales organisations - and the reasons why (despite the huge sums of money invested) so many CRM implementations fail to deliver the hoped-for improvements in performance.

We also discussed some of the basic foundations of any scalable sales "process" - including the critical importance of recognising the common characteristics of our ideal customers. I hope you enjoy listening to our discussion...

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What if all our candidates are imperfect?

Posted by Bob Apollo on Tue 11-Oct-2016

When it comes to political elections, we’re often faced with imperfect choices. But we can’t defer our decision. We have to live with the choice we make on Election Day, whether we choose to vote for someone we are wholeheartedly enthusiastic about, resign ourselves to supporting the least worst option, or choose to abstain.

The nature of politics being what it is, it’s becoming increasingly usual for all of the limited number of candidates to have very obvious imperfections.

Whether we vote or abstain, we have to live with the consequences. But - thank goodness - we’re not forced into having to make the judgements when hiring sales people. We can take as much time as we need, without being forced to make a final decision on a single pre-determined date.

We may have to accept imperfections in our politicians. But we’d be very foolish to recruit any new sales people if we have any significant reservations about how whether they are likely to fit in, or how they are likely to perform…

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