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    Blog Category // B2B Buying Process (11)

    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 ...

    Reversing the Decline: How to boost sales performance in 2010...

    Posted by Bob Apollo, Feb 04, 2010

    Are you REALLY Customer-Aligned?

    Posted by Bob Apollo, Jan 13, 2010
    What was your 2010 New Year Business resolution? The one I've been hearing most often from Chief Executives and Sales and ...

    Sales presentations should be conversations, not broadcasts

    Posted by Bob Apollo, Nov 02, 2009
    How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to ...

    Are Current B2B Marketing Conditions Causing You to Think Differently?

    Posted by Bob Apollo, Oct 01, 2009
    Nick de Cent, editor of Modern Selling recently asked me if I had any feel for how people are thinking about the economic ...

    Is your CRM System a Sales Prevention System?

    Posted by Bob Apollo, Sep 01, 2009
    Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet ...

    McKinsey: Shooting holes in the "Sales Funnel"

    Posted by Bob Apollo, Aug 12, 2009
    The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...

    Trigger Events: Time to Brush Up Your Trigger-Nometry!

    Posted by Bob Apollo, Jul 06, 2009
    How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...

    Rebalancing Risk in the Buying Process

    Posted by Bob Apollo, Jun 09, 2009
    Let’s face it - today’s B2B buyers are scared. They are concerned about the risks and consequences of making a bad buying ...

    Navigating the BuyerSphere

    Posted by Bob Apollo, Mar 30, 2009
    Today's buyers are influenced by a wide variety of sources, far beyond the conventional analyst and press community. They ...
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