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Friday, March 13th, 2026
In a world where technology has outpaced the theory, how do we define a new operating framework for sales and marketing? Here is a question that, in my view at least, should not still need asking in 2026: what is the actual difference between marketing and sales? Ask ten senior commercial leaders and you will get ten different answers. Ask…
Friday, March 13th, 2026
Use this checklist to assess your current interface with marketing – and the customer. If you can’t answer “yes” to the following questions or don’t know the answers, it may be time to revisit the alignment between sales and marketing in your organisation – and your customer focus. 1. Go-to-market strategy 2. Buyer confidence and customer focus 3. KPIs, accountability…
Friday, March 13th, 2026
Are sales and marketing functions strategically aligned to optimise business? We asked a range of experts – practitioners, academics and consultants – six questions about the interaction of sales and marketing in a B2B environment. We sought their views on how well sales and marketing organisations typically collaborate to support the aims of a business. We asked them how the…
Friday, March 13th, 2026
For businesses to thrive, sales and marketing need to reforge their relationship. I’ve been writing about sales and sales management since the mid-1980s – that’s around 40 years. For almost 20 years, I was heading up a marketing communications agency. So, I’ve observed the sales and marketing relationship from both perspectives. During much of that time it is fair to…
Friday, March 13th, 2026
ABM Is no longer a marketing tactic; it’s a commercial operating model. Account-Based Marketing (ABM) has an identity crisis, but not because it is losing relevance. Quite the opposite. ABM has become so commercially potent that describing it as a marketing approach is no longer accurate. In nine years of running the Global ABM Conference, we have witnessed ABM evolve…
Friday, March 13th, 2026
What if marketing, sales, sales enablement, and customer success align around a mandate to eliminate barriers to buyer confidence and ensure customers achieve their desired business. There’s a growing recognition that the challenge in complex B2B sales isn’t just about creating demand or building pipeline. The challenge lies in ensuring that we eliminate the barriers to buyer confidence – before,…
Friday, March 13th, 2026
20 years on from HBR’s seminal “Ending the War” paper, how can business leaders align sales and marketing to maximise market performance? When Philip Kotler, Neil Rackham, and Sujay Krishnaswamy published “Ending the War Between Sales and Marketing” in Harvard Business Review (2006), they gave managers a language for an enduring organisational tension. Sales and marketing, they argued, were structurally…
Thursday, July 10th, 2025
Salespeople have agency in shaping their own experience. Here are five simple steps individual salespeople can take to support their own well-being and motivation: Managers want their people to succeed, but they can’t support what they can’t see. Proactive, honest communication is a key ingredient in creating a healthy sales team dynamic. +
Tuesday, July 8th, 2025
Latest Insights into wellbeing, motivation and sales performance. Sales performance is not just a function of skills and strategy; the wellbeing and motivation of salespeople profoundly influence it. Recent research and thought leadership converge on a clear message: sales teams thrive when their psychological needs are met, their stress is managed, and they feel motivated beyond just hitting a number….
Tuesday, July 8th, 2025
The authors explore three theories every sales leader should master. Sales motivation isn’t rocket science – it’s far more complicated than that! While rockets (at least on the macro scale) follow predictable laws of physics, human motivation operates in the comparatively much messier realm of psychology, where individual differences, organizational contexts, and market pressures collide in unpredictable ways. Yet, too…
Monday, July 7th, 2025
Exploring the vital relationship between wellbeing, motivation, and retention in modern sales. In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. However, there’s a growing recognition that sustainable sales performance is deeply rooted in human factors – in the wellbeing and motivation of sales professionals. I hope…
Monday, July 7th, 2025
Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that…
Monday, February 19th, 2024
Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +
Monday, February 19th, 2024
For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +
Friday, October 13th, 2023
Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Friday, October 13th, 2023
By 2026, B2B organizations that unify their…
Friday, October 13th, 2023
No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +
Wednesday, October 11th, 2023
Do salespeople have time to learn? Salespeople hold extensive power, influencing buying decisions that potentially have significant commercial impact and which can dictate both the future trajectory of their customers and the success of their own organisations. With so much responsibility falling on the shoulders of their salespeople, why then don’t more companies embed a learning culture within their sales…
Wednesday, October 11th, 2023
Five negative effects of sales efficiency. Efficiency in the sales process is a good thing, right? Well, it all depends on what you mean by “efficiency”. The definition of “efficient” is: “achieving maximum productivity with minimum wasted effort or expense.” In parentheses, the Google dictionary notes, “(especially of a system or machine).” And it’s that last part, I want to…
Wednesday, October 11th, 2023
How to dodge three avoidable mistakes when closing a deal. It is as if it were yesterday. I can still see their faces: stern, unbending, implacable. The setting was innocuous enough: a small meeting room in the hotel for which I was sales director. On one side of the table, I sat with the general manager, and on the other…
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