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    The B2B buying decision process: challenging the 57% myth

    The B2B buying decision process: challenging the 57% myth

    Posted by Bob Apollo, Sep 30, 2014
    It’s a statistic that’s been widely quoted and even more widely misunderstood - the idea that the typical modern B2B buying decision process is “57% complete” before the customer even talks to the supplier. Or you may have seen it quoted as “65%” or “two thirds”. It doesn’t ...
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    B2B Sales: You need to focus on the workarounds that aren’t working

    Posted by Bob Apollo, Sep 03, 2014
    In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than ...

    The key to great B2B sales questions - get your prospects to choose

    Posted by Bob Apollo, Aug 21, 2014
    You’re probably very familiar with the difference between open and closed questions, and how and where they can be most ...

    Why you need to do more than name + define your sales pipeline stages

    Posted by Bob Apollo, Aug 14, 2014
    The state of the sales pipeline reflects the health of any sales process - and in anything other than the simplest of sales ...

    Why are so many B2B software demos so bad?

    Posted by Bob Apollo, Aug 05, 2014
    Why do so many B2B software demonstrations fail to move the customer to do anything beyond hoping that it might end soon? ...

    The essential keys to proactive sales pipeline management

    Posted by Bob Apollo, Jul 22, 2014
    Talk to almost any CEO of a technology-based, B2B-focused business and you’re likely to hear concerns about the size of ...

    What are you reading for?

    Posted by Bob Apollo, Jul 18, 2014
    There’s a very funny Bill Hicks sketch set in an American diner in which the gum-chewing waitress approaches him, leans over ...

    What have you done to identify your ideal customers?

    Posted by Bob Apollo, Jul 16, 2014
    Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy ...

    Lessons from JFK’s inaugural about sales and marketing messaging

    Posted by Bob Apollo, Jul 11, 2014
    On a bitterly cold winter’s day 53 years ago in January 1961, the newly elected President John F Kennedy set out his agenda ...

    How to avoid false signals from automated lead scoring

    Posted by Bob Apollo, Jul 06, 2014
    Two years ago, I chaired a discussion group at a digital marketing conference on the subject of lead scoring and nurturing - ...
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