Bob Apollo

This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the conclusion that the ability … [Read more...] about Why Facts Matter When Forecasting

This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom suggests that following a … [Read more...] about What’s more important: our Sales Process, or our Customer’s Buying Journey?

Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?

This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours

I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value

I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his original piece … [Read more...] about Why do so many trials end up as tribulations?