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    Blog Category // SPIN

    A Question of Balance

    Posted by Bob Apollo, Mar 07, 2024
    This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

    Asking the Right Questions (and more)

    Posted by Bob Apollo, Sep 12, 2023
    This article first appeared in the September edition of Top Sales Magazine ... The ability to ask the right questions, in ...

    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 ...

    Harnessing the power of hindsight...

    Posted by Bob Apollo, Jan 18, 2018
    Sales opportunities can go so wrong in so many different ways. Sometimes, they go wrong due to events or circumstances that ...

    Creating a new axis for SPIN® Selling

    Posted by Bob Apollo, Jan 16, 2018
    Like many people of my generation, I was brought up on SPIN® Selling. It’s a little chastening to reflect on the fact that ...

    Transforming the future by reflecting on the past

    Posted by Bob Apollo, Aug 14, 2017
    The philosopher and essayist George Santayana is perhaps best remembered for the aphorism “Those who cannot remember the ...
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