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Blog Category // Situational Selling (2)
Is your differentiation based on features or outcomes?
Posted by
Bob Apollo
,
Apr 17, 2019
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any ...
Sales Opportunity Qualification or Qualifiction?
Posted by
Bob Apollo
,
Apr 04, 2019
Accurate opportunity qualification is perhaps the single most important foundation for success in complex B2B sales ...
Familiar vs. Unfamiliar Purchases
Posted by
Bob Apollo
,
Mar 27, 2019
Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their ...
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