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    Blog Category // Skills Development

    There’s no point in teaching salespeople technique without also teaching them how to think

    Posted by Bob Apollo, Dec 11, 2023
    An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves ...

    Sales conversation frameworks must be skeletons, not cages

    Posted by Bob Apollo, Jul 20, 2017
    I first published this a few years back. I'm convinced it's just as relevant now - maybe even more so. What do you think? ...

    Learn from the Best, Move the Middle, Recycle the Rest (and Hire Smarter)

    Posted by Bob Apollo, Nov 04, 2015
    According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the ...

    Sales conversation plans should be skeletons, not cages

    Posted by Bob Apollo, Nov 11, 2014
    You’ve probably observed a huge difference in conversational fluency between your most and least successful sales ...

    B2B Sales: You need to focus on the workarounds that aren’t working

    Posted by Bob Apollo, Sep 03, 2014
    In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...

    Forget sales methodology wars - just pick the bits that work for you

    Posted by Bob Apollo, May 15, 2014
    The authors of sales methodologies have a vested interest in positioning their approach as being distinctively different ...

    Neil Rackham really wanted us all to be SPIV sales people

    Posted by Bob Apollo, Apr 10, 2014
    One of a series of articles celebrating the continuing relevance of SPIN Selling I had the chance to listen to Neil Rackham, ...

    Sales leadership, sales management and sales coaching

    Posted by Bob Apollo, Aug 10, 2013
    I was delighted to be asked by the folks at InsightSquared to contribute to their series of "expert interviews" on key ...

    Why does sales training have such a poor ROI?

    Posted by Bob Apollo, Oct 23, 2012
    The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it ...

    Sales Leaders: Are you really training your sales people to succeed?

    Posted by Bob Apollo, Feb 07, 2012
    CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed ...
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