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    Blog Category // Value Selling System (6)

    Sales pipeline management: let’s stop confusing progress with probability

    Posted by Bob Apollo, Oct 10, 2018
    Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which ...

    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 ...

    Targeting your most valuable sales opportunities

    Posted by Bob Apollo, Sep 27, 2018
    Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing ...

    4 key factors influencing B2B buying behaviour

    Posted by Bob Apollo, Sep 20, 2018
    In any high-value complex B2B sales environment involving new projects with multiple stakeholders, the buying behaviours and ...

    Sales enablement and the performance gap

    Posted by Bob Apollo, Sep 17, 2018
    The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the ...

    Is your BDRs' outreach pertinent or impertinent?

    Posted by Bob Apollo, Sep 13, 2018
    If you are in a role that tends to attract the attention of other vendors’ business development people, you’ve probably had ...

    The non-linear world of B2B buying

    Posted by Bob Apollo, Aug 28, 2018
    It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...

    In complex B2B sales, stakeholders have more than one dimension

    Posted by Bob Apollo, Aug 22, 2018
    In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the ...

    Responding to, Reframing or Creating Sales Opportunities?

    Posted by Bob Apollo, Aug 16, 2018
    Jim Burns of Avitage drew the distinction between finding versus creating sales opportunities in an article on LinkedIn a ...

    Avoiding the curse of premature elaboration

    Posted by Bob Apollo, Aug 14, 2018
    Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint ...
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