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Blog Category // B2B Marketing (4)
Why B2B sales people need to lead towards - not with - their solution
Posted by
Bob Apollo
,
Dec 05, 2013
One of the key principles that underpin the insight-led selling mindset is the idea that your marketing messages - and your ...
Why your market segmentation must focus on the centres, not the edges
Posted by
Bob Apollo
,
Nov 14, 2013
Market segmentation is one of the most powerful tools in the B2B sales and marketing toolbox. If done well, it can ...
B2B Complex Sales: process is no substitute for emotional intelligence
Posted by
Bob Apollo
,
Nov 12, 2013
Many sales leaders believe that having a sales process is important - as evidenced by the over 300 million references on ...
Why we all need to start with “why” - Simon Sinek’s TED Talk revisited
Posted by
Bob Apollo
,
Nov 03, 2013
Kudos to the folks at HubSpot for analysing just what makes Simon Sinek’s awe-inspiring TED Talk on “Inspiring Action” so ...
McKinsey: why most B2B marketing messages fail to move the customer
Posted by
Bob Apollo
,
Oct 28, 2013
Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...
Happy B2B Sales Endings Start at the Beginning
Posted by
Bob Apollo
,
Oct 08, 2013
Do you wish that your sales people were better at closing? Or that their sales forecasts were more accurate? Are you ...
B2B Marketing: The Trouble with Thought Leadership
Posted by
Bob Apollo
,
Sep 23, 2013
Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought ...
B2B Sales: Focusing on your Prospect’s Needs is a Misguided Strategy
Posted by
Bob Apollo
,
Aug 27, 2013
I recently suggested that seeking to achieve “customer delight” may be a misguided and ultimately unprofitable strategy for ...
B2B sales: “how are you?” and other cringe-worthy opening questions
Posted by
Bob Apollo
,
Jul 24, 2013
Call me old fashioned if you will, but when someone I have never met phones me out of the blue and can’t think of anything ...
A new definition for SaaS: “Sellotape assisted asset Sale” ;-)
Posted by
Bob Apollo
,
Jun 20, 2013
I attended the always-excellent Megabuyte Forum event in London today (if you’re a C-level executive in a UK-based ...
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