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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Why CRM Data is So Important: The Elephant in Your Pipeline

Posted by Bob Apollo on Thu 2-Jun-2011

How accurate is your sales forecast? According to the latest survey data from CSO Insights, less than 50% of pipeline opportunities close as forecasted. So why have all the massive recent investments in CRM systems failed to improve the situation?

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Is your CRM System Still Acting as a Sales Prevention System?

Posted by Bob Apollo on Tue 17-May-2011

Most sales organisations have some sort of CRM solution in place. Many have made significant investments in the system. Yet simply implementing CRM – just like just running a sales training course – is no “magic wand” for improving sales performance.  In fact the energies expended on them are often wasted...  

No saleBy the way, I wrote the first version of this article nearly two years ago - and the striking thing is that I’m still coming across CRM implementations that bear little or no relation to how their most promising prospects actually buy, or what their top performing sales people actually do.

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5 Reasons Your CRM System may be Holding Back Your Sales

Posted by Bob Apollo on Tue 22-Mar-2011

No CRMMost B2B sales organisations have some sort of CRM system in place - or are planning to invest in one. Yet I still keep coming across basic errors in implementation and usage that prevent CRM applications from being valuable sales tools and which turn them instead into sales prevention systems...

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B2B Collaboration: Salesforce’s Chatter rises to a Crescendo...

Posted by Bob Apollo on Mon 22-Nov-2010

ChatterI’ve written before about the potential of Salesforce.com’s recently-launched Chatter application to drive intracompany collaboration. Now the latest news from Salesforce, suggests that Chatter has already succeeded beyond their wildest dreams, being deployed by 60,000 of their 87,000 paying customers.

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7 reasons why most B2B CRM systems get forecasting badly wrong...

Posted by Bob Apollo on Wed 3-Nov-2010

Monkey Coin Toss 150How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as originally forecasted. A significant number never close at all. Think about it - the average sales forecast is no more accurate than tossing a coin. And let’s not even go near the idea of monkeys and Shakespeare.

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Salesforce.com’s Chatter mobilises McKinsey’s strategies...

Posted by Bob Apollo on Wed 8-Sep-2010

Salesforce ChatterToday during his keynote at Cloudforce 2010 in London’s Royal Festival Hall, Marc Benioff, Chairman and Chief Executive of Salesforce.com, launched Chatter Mobile to the usual adoring audience.

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There are only 2 reasons why you lose a sale

Posted by Bob Apollo on Tue 18-May-2010

I'm happy to share the second in our series of guest blogs from Donal Daly, CEO of the TAS Group.  In this article, first published in his Sales20Network blog in April 2010,  Donal explores the factors that affect sales win rates - and concludes that there are only two reasons why you lose a sale.  

I am sure you'll enjoy his perspective - over to you, Donal...

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Is your CRM System a Sales Prevention System?

Posted by Bob Apollo on Tue 1-Sep-2009

Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet simply implementing CRM – just like just running a sales training course – offers no “magic wand” for improving sales performance.  In fact the energies expended on them are often wasted.  

Time after time, we come across Customer Relationship Management solutions that bear little or no relation to how a vendors’ most promising prospects actually buy, or what the vendors’ top performing sales people actually do.

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Dealing with the Consequences of Inaction

Posted by Bob Apollo on Sun 8-Mar-2009

You've found a well-qualified prospect with an urgent need that you have a superior solution for.  You've helped them through the sales process and other competitive vendors have been eliminated.  Congratulations!

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Facilitating the Buying Process

Posted by Bob Apollo on Sat 7-Mar-2009

OK.  So you've managed to engage with a well qualified prospect who has issues they cannot afford not to deal with, and you're well placed to help them solve them.  How can you increase your chances of winning?

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