Bob Apollo

Far too many sales organisations are still measuring what's easy to measure, rather than what actually matters. Call volumes, email touches, meeting … [Read more...] about Sales Leaders: Stop Optimising for Activity and Start Optimising for Outcomes

Find out why Mutual Success Plans are far more effective than "close plans" by registering for my webinar with the Institute of Sales Professionals on … [Read more...] about From Close Plans to Mutual Success Plans: Elevating B2B Sales Outcomes

For decades, authors of books about selling have sought to promote the perfect methodology – the idea that there is “one best way” to sell. Whether … [Read more...] about Why the Future of B2B Selling Must Be Situationally Adaptive

If you (or your salespeople) are involved in complex B2B sales, then there is one particularly valuable sales tool that must be applied to every … [Read more...] about Could This be Your Most Valuable Sales Tool?

In sales organizations that still use BANT as their primary qualification framework, salespeople are encouraged to primarily qualify sales … [Read more...] about Business Case is More Important Than Budget

In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and … [Read more...] about The vital relationship between Well-Being, Motivation, and Retention in Modern Sales