Sales Process Excellence Podcast
Trailer
Bonus
Episode 19
Season 1
Bob Apollo | The Art, Science, and Engineering of Sales Management
Where do many organizations plateau – or even see a decline – in sales? Bob Apollo, of Inflexion Point, says scalability can’t happen when sales are based on individual efforts rather than a structured approach.
But that doesn’t mean Bob is a huge fan of process in sales… at least the rigid way many organizations approach it. He favors more of a flexible approach, where salespeople can react to conditions on the ground.
He explains how that works in practical terms, as well as…
- The spaghetti bowl that is the customer’s decision journey
- Why individual strategies like training, comp, CRM, etc. don't work
- Creating value versus adding value
- Making the best use of intelligent analytics
- And more