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