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Bob Apollo

Familiar vs. Unfamiliar Purchases

Bob Apollo - 27 March 2019

Sales consultants often make the distinction between transactional and complex sales. Transactional sales - whatever their value - tend to have a … [Read more...] about Familiar vs. Unfamiliar Purchases

Understanding Your Customer's Decision Journey

Bob Apollo - 26 March 2019

It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although rigidly defined … [Read more...] about Understanding Your Customer's Decision Journey

A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]

Bob Apollo - 21 March 2019

Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to … [Read more...] about A Progressive Approach to Sales Opportunity Qualification [that isn't BANT]

Over 40% of projects are ad-hoc: another nail in the coffin of BANT

Bob Apollo - 11 March 2019

It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are … [Read more...] about Over 40% of projects are ad-hoc: another nail in the coffin of BANT

From Sales Process to Buying Journey

Bob Apollo - 5 March 2019

The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted … [Read more...] about From Sales Process to Buying Journey

If you really want to shorten your sales cycle, slow down!

Bob Apollo - 20 February 2019

If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that … [Read more...] about If you really want to shorten your sales cycle, slow down!

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