Bob Apollo

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?

Generic value propositions, although they might be of some use in persuading potential prospects to make initial contact with you as a potential … [Read more...] about What’s your customer’s unique value story?

Everywhere you look, sales organisations of all descriptions are promoting their so-called “solutions”. It’s become such an overused … [Read more...] about Your customers don’t care about your so-called “solutions”

The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical … [Read more...] about A brief history of sales opportunity qualification

Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric Selling” - … [Read more...] about Why it’s time to focus on outcomes