Bob Apollo

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the … [Read more...] about The four pillars of a powerful customer value proposition

There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results are typically pretty … [Read more...] about Why should salespeople bother preparing for their customer interactions?

Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to suggest two other things that … [Read more...] about 2 things we always need to know about every sales opportunity

In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first … [Read more...] about Developing the potential of talented salespeople

In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of … [Read more...] about Hiring salespeople with talent

Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe … [Read more...] about Gartner: Building a high-performing sales team is now harder than ever!