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    Blog Category // Value-Based Selling

    Webinar: why salespeople cannot rely on generic value propositions

    Posted by Bob Apollo, Sep 30, 2024
    According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...

    How can anyone sell value without values?

    Posted by Bob Apollo, Jun 17, 2022
    I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B ...

    Getting the right people on your sales bus

    Posted by Bob Apollo, Feb 13, 2020
    In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not ...

    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 ...

    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 ...

    8 steps to positioning your strategic business value

    Posted by Bob Apollo, Oct 02, 2018
    In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated ...

    Avoiding death by stovepipes [guest post]

    Posted by David Jackson - Guest, Sep 25, 2018
    As anyone who has worked with me or read my articles, I am passionate about ensuring that sales and marketing are aligned in ...

    The Buyer’s Journey: Why Change? > What To? > Why You?

    Posted by Bob Apollo, Jan 13, 2016
    It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect ...

    Why it's time to STOP "Adding Value"

    Posted by Bob Apollo, Oct 08, 2015
    It’s probably the most commonly proposed response to price pressures and commoditisation: if we’re not prepared to cut our ...

    The fundamental principles of value-based selling

    Posted by Bob Apollo, Jul 21, 2015
    It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they ...
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