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Blog Category // Value Selling System (2)
Avoiding the Value-Added Trap
Posted by
Bob Apollo
,
Nov 05, 2019
An earlier version of this article was first published in the November 2019 edition of Top Sales Magazine. Every sales ...
Assumptions kill opportunities
Posted by
Bob Apollo
,
Nov 01, 2019
I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common ...
The why, how, what and who of sales checklists
Posted by
Bob Apollo
,
Oct 30, 2019
When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 ...
Sales perfection is impossible!
Posted by
Bob Apollo
,
Oct 24, 2019
There are so many potential variables and unknowns in any complex B2B sales environment that the idea of running a ...
Please tell me something I don’t already know
Posted by
Bob Apollo
,
Oct 21, 2019
Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a ...
The most important thing a proposal needs to sell
Posted by
Bob Apollo
,
Oct 10, 2019
When your salespeople submit a proposal, it should always represent the natural culmination of a series of value creating ...
Selling against the status quo
Posted by
Bob Apollo
,
Oct 08, 2019
You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying ...
RFPs: how to avoid being column fodder
Posted by
Bob Apollo
,
Sep 24, 2019
The term “cannon fodder” is used as a somewhat dismissive description for soldiers who were regarded by their generals as ...
Helping your customer make sense of complexity
Posted by
Bob Apollo
,
Sep 03, 2019
Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of ...
How likely is your customer to take action?
Posted by
Bob Apollo
,
Jul 08, 2019
One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably ...
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Complex Sales (373)
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