Bob Apollo

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

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an … [Read more...] about Today’s 3 Frontline Sales Management Priorities

I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the concept is so important … [Read more...] about Mutual Success Plans: A Collaborative Approach

Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be another vendor like you. But … [Read more...] about The status quo isn’t what it used to be…

As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis … [Read more...] about Never let a good crisis go to waste