Bob Apollo

In complex B2B buying environments, the best salespeople don’t just handle objections well when they come up. They encounter them far less often than … [Read more...] about Most Objections Are a Symptom, Not the Problem

A Framework for Value-Creating Sales Conversations In complex B2B sales environments, customers report that fewer than one in five conversations with … [Read more...] about Making Every Conversation Count

In my previous article, I outlined the critical distinction between inevitable purchases (where external forces compel the customer to act) and … [Read more...] about How to Sell When Buyers Must Act – and How to Sell When They Don’t Have To

Not all complex B2B purchases are created equal. Yet many B2B sales organisations treat every opportunity the same way, applying a single methodology … [Read more...] about The Two Buying Journeys Every B2B Sales Leader Must Understand

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