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    Blog Category // Sales Process

    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 sales methodology that outperforms all others

    Posted by Bob Apollo, Feb 04, 2019
    Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, ...

    The non-linear world of B2B buying

    Posted by Bob Apollo, Aug 28, 2018
    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

    Closing the gap between your best sales people and the rest

    Posted by Bob Apollo, Nov 22, 2016
    Most sales organisations of any significant size suffer from a significant gap between their best and worst performers. If ...

    10 Tell-Tale Signs Your Sales Process Needs Attention

    Posted by Bob Apollo, Nov 16, 2016
    When asked, most sales organisations will claim to have a sales process. But there's a huge difference between having a ...

    10 Ways to Improve Sales Prospecting and Pipeline Management

    Posted by Bob Apollo, Oct 27, 2016
    I was delighted to be recently offered the opportunity to contribute to KiteDesk’s Sales Expert Interview series. Eric ...

    Bridging the sales performance gap

    Posted by Bob Apollo, Sep 28, 2016
    In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales ...

    Aligning our sales process with our prospect’s buying journeys

    Posted by Bob Apollo, Sep 01, 2016
    In complex sales environments, the role of the successful salesperson isn’t just about prospecting, qualifying and closing. ...

    Are your sales athletes rocks or sponges?

    Posted by Bob Apollo, Aug 22, 2016
    With the Rio Olympics drawing to a close and with some remarkable individual and team performances still fresh in our ...

    The Essential RFP Checklist

    Posted by Bob Apollo, Jul 12, 2016
    It’s becoming increasingly common for organisations to issue formal RFPs as part of their buying decision process. In most ...
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