Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
Search hundreds of articles on sales by keyword or author's name. Simply enter your search phrase/word and click the search icon.
Thursday, January 28th, 2016
Bob Apollo on Building Scalable Businesses What can businesses do to ensure that they establish the platform for predictable, reliable and sustainable revenue and market share growth? I’m going to assume that you have a product or service that people want to buy. But that’s clearly not enough. I want to highlight three critical (and timeless) principles that have always…
Thursday, October 1st, 2015
Matthew Dixon and Brent Adamson, authors of The Challenger Sale, with Pat Spenner and Nick Toman The Challenger Customer is the long-awaited sequel to the bestselling sales classic The Challenger Sale, the book which introduced the controversial idea that challenging the customer is the key to sales success. But it turns out that’s only half the story: it’s not just…
Monday, July 6th, 2015
Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by The Checklist Manifesto by Atul Gawande, which is not directly about selling but highly relevant to eliminating avoidable errors in the sales process. All these books are very well thumbed, even the digital copies!” +
Monday, July 6th, 2015
Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Insight Selling by Mike Shultz and John Doerr, which rebalances the importance of relationships; Sales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark, three very bright McKinsey types. I really like the section on micro-segmentation”. +
Monday, July 6th, 2015
Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by The Challenger Sale by Matthew Dixon and Brent Adamson on the power of constructive provocation but undervalues relationships”. +
Monday, July 6th, 2015
Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by Predictable Revenue by ArronRoss and Marylou Tyler, which is great on systematic customer acquisition”. +
Monday, July 6th, 2015
Bob Apollo, Managing Partner at Inflexion-Point and Journal columnist says: “I’ve been inspired by What Great Salespeople Do by MichaelBosworth and Ben Zoldan, which illustrates the power of storytelling”. +
Saturday, April 11th, 2015
The debate swirling around the controversial “Challenger” approach to selling has raised important questions about the way ahead for the sales profession. Chris Alder investigates. It’s probably fair to say that few books on the art of selling have caused quite so much of a stir as the one published in 2011 entitled The Challenger Sale – Taking Control of…
