Bob Apollo

Business executives often report that they look back on the initial conversations they have with sales people and regard them as a frustrating waste … [Read more...] about Up-front agreements: the key to having productive customer conversations

Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine that we could ever … [Read more...] about Stop striving for sales perfection!

The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release of a product that has just … [Read more...] about What is your Customer’s Minimum Viable Problem?

I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance … [Read more...] about The Art, Science + Engineering of Sales Management

I hope you will forgive me this rant, but in addition to allowing me to vent my frustration, I believe the story contains some important messages … [Read more...] about A tale of greed – and reckless disregard for the customer experience

The best sales people and the best content marketers are often great storytellers. They have the ability to craft compelling narratives that persuade … [Read more...] about Why you need a Vision Story and a Value Story