Bob Apollo

For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, propose, negotiate, close  … [Read more...] about Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys

Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often more complicated. In … [Read more...] about Reaching the Real Decision-Makers in Complex B2B Sales

Why your personal brand is built one conversation at a time This article was first published in Issue 11.4 of the International Journal of Sales … [Read more...] about The Six Pillars of Personal Branding

You've invested in training. Your team is (or should be) familiar with SPIN+Cycle questioning frameworks, MEDDPICC+ qualification criteria, and the … [Read more...] about Does Your Team Really Have the “Will to Sell”?

Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call volumes, email touches, meeting … [Read more...] about Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes

Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute of Sales Professionals on … [Read more...] about From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes