19: 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

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19: Bob Apollo The Art, Science, and Engineering of Sales Management is an episode from Sales Process Excellence Podcast by Michael Webb.

This episode is 44:08 long.

This episode was published on May 22, 2019.

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