Bob Apollo

There’s no doubt that our customers and our own sales organisations are facing challenging - many would suggest unprecedented - times. Many … [Read more...] about Establishing Value in Challenging Times

Companies around the world are collectively spending billions of dollars/pounds/euros each year on sales training and technology, yet all the evidence … [Read more...] about STOP Killing Deals! (book review)

There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - healthcare and … [Read more...] about Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?

James Muir is the best-selling author of "The Perfect Close" - a book that leverages the latest science to show why applying the old … [Read more...] about Why Closing Gambits Don’t Work on Large Sales

Even before the current crisis, many opportunities that had been confidently forecast by salespeople were failing to close. This was and still is … [Read more...] about 'Why do we have to spend this money now?'

In most complex B2B sales environments, our most significant and consistent competition typically hasn’t come from another conventional … [Read more...] about When the Status Quo isn’t the Status Quo Anymore