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

    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 transactions, that process goes through multiple stages. Those stages have names. Sometimes they simply reflect phases in the sales process - ...
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    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 - ...

    Are your sales people merely communicating value - or creating it?

    Posted by Bob Apollo, Jul 03, 2014
    One of the problems with creating generic “unique value propositions” is that they are just that - generic. They might be a ...

    How to make the second half of your sales year better than the first

    Posted by Bob Apollo, Jul 01, 2014
    We've reached the halfway point in the sales year, and this is a particularly good time to take stock. Early indications are ...

    The science of sales forecasting: combining fact and judgement

    Posted by Bob Apollo, Jun 12, 2014
    The failure to accurately forecast sales revenues has critically compromised the careers of many promising CEOs, Sales VPs ...
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