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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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