In his second appearance on the podcast, Bob Apollo highlights the three things the sales team as a group must understand about their prospect to sell effectively, efficiently, and profitably.

Bob points out that the "silos" bedeviling many organizations can't be avoided without disseminating this knowledge from the frontline to the back.

Tune in to discover…

• Why the Ideal Customer Profile goes beyond demographic and geographic details
• How sales activity-based sales management sabotages revenue goals
• The right way to use a CRM – it’s almost useless “out of the box”
• The metric investors miss when looking at putting money into start-ups
• And more