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    Why the COI (Cost of Inaction) always needs to come before the ROI (Return on Investment)

    Posted by Bob Apollo, Nov 06, 2012
    If you’re selling high-value B2B products or services, you’ve probably been involved in coming up with ROI (return on investment) calculations to justify your proposal. You may even have been tempted to market your offerings on the basis of the superior ROI you believe they ...
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    Latest Funnel Videos: Sales and Marketing Alignment

    Posted by Bob Apollo, Oct 26, 2012
    I'm looking forward to speaking at the Funnel 2012 conference at London's Emirates Stadium on 13th November - in front of ...

    Why does sales training have such a poor ROI?

    Posted by Bob Apollo, Oct 23, 2012
    The statistics certainly make for uncomfortable reading. According to a substantial body of published research - some of it ...

    Why is accurate sales forecasting such a challenge?

    Posted by Bob Apollo, Oct 09, 2012
    According to the latest research published by CSO Insights, less than half of all forecasted sales opportunities actually ...

    Neil Rackham on the changing face of B2B buying

    Posted by Bob Apollo, Oct 04, 2012
    Neil Rackham - the inventor of SPIN Selling - offered some of his thoughts on the changing face of B2B buying in a recent ...

    3 key steps to building a stronger Sales Funnel for 2013

    Posted by Bob Apollo, Oct 03, 2012
    We’re already into the last quarter of 2012. If you’re in a complex sales environment with lengthy decision-making ...

    What sets you apart?

    Posted by Bob Apollo, Sep 27, 2012
    So - what sets you apart? It’s probably the single most important question that any organisation in a competitive market ...

    Are you appealing to budget makers or budget takers?

    Posted by Bob Apollo, Sep 25, 2012
    Are your sales and marketing messages targeted at budget makers or budget takers? In most complex, high value sales ...

    Want to stand out from the crowd? Then stop playing buzzword bingo…

    Posted by Bob Apollo, Sep 12, 2012
    Is your company innovative? Are you customer-focused? Are your solutions best of breed or best in class? What about ...

    B2B sales: stop rushing and you’ll sell faster

    Posted by Bob Apollo, Sep 04, 2012
    I’ve been called in by a number of clients who believe that they have a bottom-of-funnel sales problem. Their sales ...
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