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SELL THE DIFFERENCE: Establishing your Unique Solution Value

B2B Marketing: Time to Bring the Digital + Physical Worlds Together?

Posted by Bob Apollo on Thu 28-Jul-2011

If you were to listen to the siren songs of the social media charlatans, you might think that conventional B2B marketing tactics are dead in the water. But – as a recent study by the widely respected CSO Insights organisation demonstrates – traditional tactics still have an important role to play. The challenge (and the opportunity) lies in intelligently integrating digital and physical marketing…

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B2B Sales and Marketing: Is Misalignment Taking 10% Off Your Sales?

Posted by Bob Apollo on Wed 27-Jul-2011

Improving sales and marketing alignment has been at or near the top of many CEO’s “to do” lists for years. But it’s sometimes been hard to prove the cost of not addressing the problem. Not any more. The latest research from IDC calculates that “companies’ inability to get their sales and marketing teams aligned around the right processes and technologies (or at least consistent ones) has cost them upwards of 10% or more of revenue per year.”

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Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap

Posted by Bob Apollo on Tue 1-Feb-2011

Forrester’s latest research “B2B Sales and Marketing Alignment Starts with the Customer” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations.

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SiriusDecisions: A B2B CMO's New Year's To-Do List

Posted by Bob Apollo on Thu 6-Jan-2011

SiriusDecisionsRegular readers of my articles will know that I’ve often been inspired by the unique research-led insights generated by SiriusDecisions on the subject of B2B sales and marketing. I’m delighted that John Neeson, Managing Director and Co-Founder of SiriusDecisions has kindly agreed to let me share his recent article on “a B2B Chief Marketing Officer's New Year's To-Do List” with you in full...

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Making the Case for Appointing a Chief Revenue Officer

Posted by Bob Apollo on Wed 8-Dec-2010

I'm a great admirer of the work that Marketo has been doing to provide tools that transform the way sales and marketing teams work together. But I've also been hugely impressed by the thought leadership they have brought to the subject.

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7 Key Initiatives to Drive Sales + Marketing Alignment

Posted by Bob Apollo on Tue 26-Oct-2010

Seven Essential InitiativesSales and marketing alignment is increasingly recognised as a critical contributor to sustained business success.

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Are You Equipping Your Salespeople to have Remarkable Conversations?

Posted by Bob Apollo on Fri 15-Oct-2010

Remarkable ConversationI must have conducted hundreds of voice of the customer surveys on behalf of clients over the past few years. Speaking with their recent past prospects, covering the spectrum of wins, losses and “no decisions”, I’ve been helping vendors to understand their prospect’s decision making processes, and how and why they chose to buy - or why they decided to do nothing.

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Aberdeen proves that Sales and Marketing Alignment pays off...

Posted by Bob Apollo on Tue 5-Oct-2010

The Aberdeen Group have just published a must-read report entitled “Sales and Marketing Alignment Collaboration + Cooperation = Peak Performance”. The report is available for free download until 3rd December 2010 by clicking on this link.

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Please join me at "Are You Engaging Customer 2.0?"

Posted by Bob Apollo on Wed 15-Sep-2010

SalesEdge SummitAre you keen to learn from industry experts about the latest trends affecting B2B Sales and Marketing? Then I’d like to invite you to join me at the SalesEdgeOne virtual conference on Engaging Customer 2.0, to be held 5-7th October 2010.

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B2B sales people: You get delegated to the person you sound like

Posted by Bob Apollo on Tue 7-Sep-2010

Art of ConversationThe quality of any conversation, whether business or social, is largely determined by who we choose to talk to, what we choose to talk about and the form of language we choose to use.

But in the business domain, and particularly as a sales person, your choices have another important impact - because if you get these choices wrong, and whether you like it or not, you’ll end up getting delegated to the person you sound like.

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