Bob Apollo

This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that without reinforcement, most … [Read more...] about If you’re not going to coach your salespeople, don’t bother training them

This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B sales opportunities has come … [Read more...] about B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong internal sponsorship from … [Read more...] about Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s … [Read more...] about Is problem knowledge more important than product knowledge?

The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here's my … [Read more...] about Revisiting the role of trust in sales

In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and engaging the key roles in … [Read more...] about Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events