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    Blog Category // Revenue Management (4)

    The Top 5 Barriers to Better Sales Forecasting

    Posted by Bob Apollo, Aug 02, 2011
    Missing even a single sales forecast can be a painful experience for everyone involved in the process – from salesperson to ...

    Forrester - Which CRM Metrics Really Matter?

    Posted by Bob Apollo, Jul 19, 2011
    Bill Band of Forrester Research has just published the results of his latest study into “The Right CRM Metrics for Your ...

    B2B Sales Pipelines: When Do You Want to be Told the Truth?

    Posted by Bob Apollo, Jul 11, 2011
    An old colleague of mine - a highly experienced sales leader with many years of sustained quota achievement to his credit - ...

    5 Questions You Ought to be Asking as the Half-Year Approaches

    Posted by Bob Apollo, Jun 29, 2011
    We’re coming up to the end of June - the half-way point for many annual plans and company financial years. You undoubtedly ...

    Is Your Organisation Paying the Penalty for Poor Sales Qualification?

    Posted by Bob Apollo, Jun 27, 2011
    80% of lost sales opportunities are the result of either poor qualification or the lack of an effective sales process. But ...

    7 Simple Prescriptions for Successful B2B Sales Pipeline Management

    Posted by Bob Apollo, Jun 21, 2011
    Rick Page - in his book of the same name - reminds us that when it comes to winning Complex Sales, “Hope is Not a Strategy”. ...

    Why Reducing the Value of Your Pipeline Will Enable You to Sell More

    Posted by Bob Apollo, Jun 07, 2011
    Most sales people, and most sales managers, have been conditioned to believe that bigger pipelines are better, but there are ...

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

    Posted by Bob Apollo, Jun 02, 2011
    How accurate is your sales forecast? According to the latest survey data from CSO Insights, less than 50% of pipeline ...

    Where is Your Sales Funnel Leaking?

    Posted by Bob Apollo, May 26, 2011
    Every sales funnel leaks, but some leak more than others - and unfortunately often in the most expensive places. ...

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

    Posted by Bob Apollo, May 17, 2011
    Most sales organisations have some sort of CRM solution in place. Many have made significant investments in the system. Yet ...
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