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    Gartner says high-tech marketing spending is rising again - but the pattern is changing

    Posted by Bob Apollo, Apr 26, 2010
    According to the latest research from Gartner, marketing spend amongst high-tech and technology providers is on the rise again in 2010 – after a year in which more than half of these vendors cut their marketing budgets. But the resurrection of high-tech marketing budgets ...
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    Most of your marketing efforts are probably wasted too...

    Posted by Bob Apollo, Apr 22, 2010
    Are you involved in selling high-value, complex products or services to a business audience? I recently suggested that most ...

    Most of your sales efforts are wasted...

    Posted by Bob Apollo, Apr 20, 2010
    Let’s face it, in almost every b2b sales organisation, there’s far too much valuable selling time going to waste. It’s being ...

    B2B sales: It’s the economics, stupid...

    Posted by Bob Apollo, Apr 01, 2010
    In Bill Clinton’s successful 1992 presidential election campaign, a sign famously hung in his Little Rock campaign ...

    B2B sales: In the void between pain and ambition

    Posted by Bob Apollo, Mar 30, 2010
    Is your offering a discretionary purchase for your customer? Do you often find yourself having to create needs? Does your ...

    B2B Sales: Eliminating the barriers to the buying decision journey...

    Posted by Bob Apollo, Mar 11, 2010
    The past year has provided abundant evidence that driving sales people to "sell harder" and hoping that this will boost ...

    B2B Sales: Elevating your prospect's need for your solution...

    Posted by Bob Apollo, Mar 09, 2010
    In today's business climate, useful or important needs might help to get a vendor considered or evaluated, but only urgent ...

    Evangelising your vision of a better future...

    Posted by Bob Apollo, Mar 05, 2010

    Re-Architecting the B2B Sales and Marketing Process for a New Decade

    Posted by Bob Apollo, Mar 03, 2010
    According to CSO Insights’ recently published annual sales performance optimisation study, the number of sales people making ...

    Is your Solution a New Concept, a New Paradigm or an Established Category?

    Posted by Bob Apollo, Feb 18, 2010
    Last week I took part - together with 30+ senior sales and marketing executives from the technology sector - in an excellent ...
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