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    Blog Category // Selling in the Breakthrough Zone

    3 fundamental goals of sales leadership

    Posted by Bob Apollo, Jul 05, 2018
    The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least ...

    14 critical activities every sales person needs to master

    Posted by Bob Apollo, Jun 27, 2018
    Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...

    Our prospects are qualifying us, too...

    Posted by Bob Apollo, Jun 21, 2018
    Just as the discovery process is best thought of (and most effective) as a two-way exercise, so is the closely-related ...

    Why our sales discovery process must always be two-way

    Posted by Bob Apollo, Jun 13, 2018
    I’ve written before about the critical importance of the discovery process in complex B2B sales. It’s a favourite subject, ...

    Why your salespeople should never do product demonstrations

    Posted by Bob Apollo, Jun 07, 2018
    I imagine we’ve all sat through at least one of these at some stage of our careers: a software demonstration that is nothing ...

    Is this the most counterproductive sales metric?

    Posted by Bob Apollo, Jun 05, 2018
    If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. ...

    Is sales “process” really the right metaphor?

    Posted by Bob Apollo, May 31, 2018
    The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is ...

    How do you create value for your customers?

    Posted by Bob Apollo, May 29, 2018
    With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand ...

    Is scope creep suffocating your opportunities?

    Posted by Bob Apollo, May 22, 2018
    Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...

    12 key sales qualifiers

    Posted by Bob Apollo, May 10, 2018
    Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...
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