Bob Apollo

An earlier version of this article was first published in the November 2019 edition of Top Sales Magazine. Every sales organisation likes to believe … [Read more...] about Avoiding the Value-Added Trap

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great … [Read more...] about Sales people need to act like personal trainers, not bartenders

I’ve had the opportunity to sit in on a number of QBRs with my clients, and as an outside observer I’m struck by how common it is for … [Read more...] about Assumptions kill opportunities

When Harvard Medical School Professor (and BBC Reith Lecturer) Atul Gawande published his “Checklist Manifesto” nearly 10 years ago, it … [Read more...] about The why, how, what and who of sales checklists

There are so many potential variables and unknowns in any complex B2B sales environment that the idea of running a completely perfect sales campaign … [Read more...] about Sales perfection is impossible!

Corporate Visions recently hosted a webinar on how to gain access to business executives. Their findings were based on a series of realistic … [Read more...] about Please tell me something I don’t already know